Strategic Sales Certified Program

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Course Overview

Advanced sales management training helps delegates to obtain skills in order to keep pace with all the issues that are revolutionizing sales force management. The QUOTA Strategic Selling Certification Program (SSCP) is the perfect course that can impact sales managers & professionals become a more effective manager—and advance further, faster, in their career.
The content of this program is the same material taught in the university of TORONTO, school of Continuing Studies Professional Sales Practices (PSP) Course.
This program covers advanced strategic selling practices. The module typically follows the QUOTA B2C or B2B programs which cover 30-40 competencies, respectively.

Key Takeaways

Reinforce QUOTA Sales Competencies
Improve your Business Acumen
How to analyze your CUSTOMER s business environment
Link your CUSTOMER’s business issues to product/services solutions
Using CALL SHEET to focus your attention and listening on CUSTOMER s train of thought
Tracking of Key Performance Indicators (KPI) for self-analysis
Call preparation and ACCOUNT MANAGEMENT practices

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The Quota® System provides tools/training that cover every aspect of sales development from: sales management coaching; sales conference delivery; reinforcement and follow-up; CRM tracking of sales metrics; and sales training. Quota® has combined a unique blend of over 30 years of research; practical experience and academic instruction to create an outstanding learning experience that, simply put, produces results!

Course Outline

Part 1
Introduction to QUOTA Issue Selling
QUOTA B2C/B2B Key competencies of sales
Analyzing Market Dynamics
→ Foundation of Business Knowledge
→ How is your business doing?
→ How is your industry doing?
→ What challenges do you foresee in the near future?
Strategic Planning Process
→ Vision, Mission & Values
→ Business Model Canvas
→ SOAC Analysis (Strengths, Opportunities, Areas of Improvement & Challenges)
→ Key Strategies & Tactics
Part 2
Q.I.S. Pyramid
→ External Environment (PESTEL)
→ Organizational Goals (Strategic)
→ Departmental Goals (Functional)
→ Performance Duties (Individual)
Q.I.S. Orientation Exercise
Q.I.S. Note-Taking Part 1
Q.I.S. Note-Taking Part 2
Q.I.S. Note-Taking Part 3
Sales Call Agenda & Gathering
Useful Information
→ Effective Questioning
→ Listening more than Speaking
→ Taking Notes
→ Acknowledging & Summarizing

Who Should Attend?

This highly practical and interactive course has been specifically designed for
→ Senior Sales Professionals
→ Sales Managers
→ Sales Directors
→ Business Development Managers
→ Account managers
→ Commercial managers
→ Experienced salespeople who need a different perspective

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What language will the course be taught in and what level of English do I need to take part in an LEORON training program?
Most of our public courses are delivered in English language. You need to be proficient in English to be able to fully participate in the workshop and network with other delegates. For in-house courses we have the capability to train in Arabic, Dutch, German and Portuguese.
Are LEORON Public courses certified by an official body/organization?
LEORON Institute partners with 20+ international bodies and associations.We also award continuing professional development credits (CPE/PDUs) for:1. NASBA (National Association of State Boards of Accountancy) 2. Project Management Institute PDUs 3. CISI credits 4. GARP credits 5. HRCI recertification credits 6. SHRM recertification credits
What is the deadline for registering to a public course?
The deadline to register for a public course is 14 days before the course starts. Kindly note that occasionally we do accept late registrations as well, but this needs to be confirmed with the project manager of the training program or with our registration desk that can be reached at +1071 4 1075 5711 or
What does the course fee cover?
The course fee covers a premium training experience in a 5-star hotel, learning materials, lunches & refreshments, and for some courses, the certification fee and membership with the accrediting bodies.
Does LEORON give discounts?
Yes, we can provide discounts for group bookings. If you would like to discuss a discount on a corporate level, we will be happy to talk to you.