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Professionalising salesThe Objective
Raise the profile of sales as a credible and desirable career choice
Gain recognition for professionally qualified sales people in line with other recognised professions such as accountants, marketers and lawyers
How
Identifying the skills needed by sales professionals at every stage of their careers
Using credible qualifications that will deliver the desired skills
Why Qualifications?
Difference between qualification and a course
Understanding the theory behind the skill
Academic rigor to give sales skills credibility in line with other disciplines
Steps to create credible qualifications for sales people with the right skills sets
Sales people, sales trainers , organisations
National occupational standards
Framework
Levels 1 to 6 Bite sized units building to larger qualifications Flexible Assessment methods Generic
Quotes
James Morfitt
“ I found I was able to apply the coursework I was doing, immediately the very next day you could implement it” “ It enabled me to feel more professional , to be more professional with my customers and to have sales as a profession”
Quotes
Sue Martin – Winner of the AXA overall account manager of the year
“ It was the only course I’ve been involved with that synchronized completely with my day job so my buy in was 110%”“ My results were measured in Growth, Retention, Conversion and Profitability and they were the best I could have ever wished for”
Quotes
Neil McDougall
“ I had no formal qualifications, I had lots of experience, what the course did for me was to fill the gaps as it formalized and theorized all the things I thought I was doing right”“ It has recently helped me considerably. I was unemployed, the qualification helped me to get the interview and some elements of the course helped me get the job”
Testimonial - SIG
“Achieving ISMM accreditation represents an important milestone in the company’s push to encourage the long-term development of the firm’s 1,500-strong UK sales force and reinforce the company’s commitment to customer service.”
At the ISMM we have made a concerted effort over the past 36 months to make SIG plc a true centre of excellence for salespeople in this industry, and this accreditation is further proof that sales executives have an opportunity to forge a long-term career here, with real avenues for personal development.”
Resistance
I want them out on the road
There is a recession we need sales
If they leave it will be a waste of time
Sales people viewpoints
Questioning and listening skills helped me slow down and not talk over the customer
It helped me in every aspect of my sales role from how I approach my customers to planning and organising my daily tasks
Results
Completed the qualification: Y1- 17.95% Y2- 18.23%
Not started on the programme: Y1- 2.81% Y2- 3.09%
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