Professional Development Guide · 2013 . Professional Development Guide. Inside you’ll find how we can help you build a successful sales team, from hiring the right people to certifying

2013 Professional Development Guide

Inside you’ll find how we can help you build a successful sales team, from hiring the right people to certifying them as Certified Sales Professionals.

www.cpsa.com [email protected]

Sales Training CentreOver 13,000 trained, of which...

•95%increasedtheirsales

•98%recommendit

Zeroriskinvestmentwithour 100%moneybackguarantee

Why choose the Canadian Professional Sales Association?• Wehavebeentheleaderinservingandtrainingsalesprofessionalssince1874

• Weprovideatotalpackagetrainingsolutionforallsaleslevelsandroles

• Alltrainingprogramsareskillfullydeliveredbyexperiencedfacilitators

• Weareanot-for-profitassociationofnearly30,000salesandmarketingprofessionalsacrossCanada

• WearetheonlyorganizationinNorthAmericaofferingtheCertifiedSalesProfessional(CSP)designation

• Youarefullyprotectedbyour100%money-backguarantee

CLIENT LIST

AGFA Inc.

ArmtecInc.

AtlanticPackaging

BellMobility

BrandtAgriculturalProducts

Canadian CommunicationProducts

CanlanIceSports

Canoe.ca

CanparTransport

CarestreamMedical

ChicagoTitleInsuranceCompany

CogecoCable

Comerco

DirectEnergy

EagleWestCranes &Equipment

GentekBuildingProducts

Hertz Canada

KalTire

LGM

MaxxamAnalytics

MaximTruck&Trailer

ManitoulinTransport

NGKSparkPlugs

Northwestel

OntarioCleanWaterAgency

PanasonicCanadaInc.

PearsonEducationCanada

Petro-Canada

PioneerHi-Bred

RobertBosch

ScholasticCanada

SemexAlliance

Tenaquip

Timberland

TrudellMedicalMarketing

WestJet

How can we help?TheCanadianProfessionalSalesAssociationcansupportyouatallstages ofasalesperson’scareer.Fromhiringtocertification,we’llhelpyoubuild ateamofconsultativesalesexpertsthatdeliverresults.

1. HIRE & ASSESS

4.

DEV

ELOP

3. CERTIFY

2. TRAIN & C

OACH

Salessuccessisan ongoingprocess.Wecanhelpyouatallstagesof asalesperson’scareer.

STEP 1: Hire and AssessSelectingtherightpeopleforyourteamisthe firststeptosuccess.Fromouronlinejobboardtopsychometricassessments,wehavethetools thatwillhelpyouhiretherightpeopleandidentifytheirindividualneeds.

SalesJobsCanada.comCanada’s#1nichejobboardforthesalesprofession.Reachatargetedaudiencewithyournextjobopeningorgainaccesstoalmost5,000resumesandselectthecandidatesyouwant.p.6

ProfileSalesAssessmentGetanobjectiveinsidelookatthethinkingstyle,behaviouraltraits,andsalesqualitiesthatmakeasalespersonsuccessful.p.6

SalesIndicatorEvaluateyourteam’s7criticalsalesbehaviourstoidentifystrengthsandweaknesses.p.6

STEP 2: Train and CoachAchievingtargetsstartswithastrongteam.Combinetheirpotentialwithourtrainingprogramsandequipyourteamwiththeknowledgeandskillstheyneedtosucceed.Tocompletetheprocess,ourcoachingprogramwillensureyourteamiseffectivelyusingtheskillsthey’velearned.

•ProfessionalSellingp.8

•ProfessionalSellingLiveOnlinep.9

•ProfessionalSellingPhase2–Coachingp.10

•StrategicAccountManagementp.11

•ProfessionalSalesManagementp.12

•SalesCoachingforSuccessp.13

•CommunicatingtoInfluenceBuyingDecisionsp.14

•EffectiveNegotiatingStrategiesp.15

Sales Training Centre•HireandAssess •TrainandCoach •Certify •Develop

STEP 3: CertifyTheCPSASalesInstitute’smissionistoenhance yourvalueandcredibilityasasalesprofessionalthroughprofessionalstandardsandcertification. WearetheonlyorganizationinCanadaoffering thegovernmentrecognizedCertifiedSalesProfessional(CSP)designation.

HowdoyoubecomeaCSP?

1.Haveaminimumof2yearsverifiedsalesexperience

2.CompletetheeducationalrequirementthatdemonstratescompetenceinConsultativeSelling

3. Scheduleandcompletebothawrittenandoralexam

4.AgreetoabidebytheSalesInstituteCodeofEthics

5.Committolifelonglearningbycompletingaminimumof20hoursofprofessionaldevelopmenteachyear

6.Remainamemberingoodstandingofasalesassociation

Gainthecompetitiveedge—becomeaCertifiedSalesProfessional.p.16

STEP 4: DevelopDevelopmentisanongoinglifelongprocess. CPSAoffersanumberofproducts,services,andeventstoensureyou’rekeepingyourteamsharp andconstantlyimprovingtheirskills.

AdditionalTraining•On-DemandWebinars–Lowcostonlinetraining

•ProfessionalSelling:Self-Directed

•YorkUniversitySchulichExecutiveEducationCentre’sExecutivePrograminSalesManagement

p.17

SalesKnowledgeCentre•Articles

•SalesConnexionE-Newsletter

•AskASalesExpert

•EmploymentResources

•SalesManagementManual

•WhitePapers p.18

Sales Performance Results

4 cpsa.com/SalesTrainingCentre [email protected] 1.888.267.2772 (CPSA) Canadian Professional Sales Association 5

Professional Selling p.8

Becomeyourcustomers’indispensablebusinesspartner

Professional Sales Management p.12

Manageyoursalesteamtowardsimprovedperformanceandprofitability

Professional Selling Live Online p.9

CPSAhasbroughttheclassroomtoyou!ProfessionalSellingisnowavailable

Professional Selling Phase 2 p.10

Thenextstepinprogressingyoursalesprofession—anadvancedsalesplatformutilizingauniqueinteractivegroup

Advanced Selling Strategic Account Management p.11

Advancedtrainingtomakeyouamorestrategicandprofitablesalesprofessional

Sales Coaching for Success p.13

Developyoursalespeopletodrivesales andaddvaluetoyourcustomers

Communicating to Influence Buying Decisions p.14

Adaptyoursellingstyletomaximize salesresults

Effective Negotiating Strategies p.15

Masterthenegotiationprocesstoreach anoptimumoutcome

STEP 2: Train and Coach

SalesJobsCanada.com Canada’s#1nichejobboardforthe salesprofession.

Employers•Memberssave65%comparedtoleadingcompetitors

•Postandeditjobsfor60days

•Reach6,000registeredjobseekers

•Job-seekersviewanaverageof3,000jobspermonth

•Expeditethehiringprocesswith“A”and“B”listfiltering

•SearchforcandidateswhopossessformalsalestrainingandtheirCertifiedSalesProfessional(CSP)designation

Job-seekers•RegisteruptothreeuniqueprofilesFREE

•Completecontrolovertheconfidentialityofyourresume

•‘LIKE’usonFacebookandreceivejobupdateswhileyoubrowse

•Getaccesstoover60registeredemployers

•Optintoreceivee-mailjobalerts

RegistertodayonSalesJobsCanada.com.

AssessOnlineassessmentserviceshelpyouidentify,select,coach,developandretainsalesandmanagementpersonnel.

ProfileSalesAssessmentThispsychometricassessmentgivesyouanobjectiveinsidelookatanindividual’sthinkingandlearningstyle,9behaviouraltraits,andpredictsperformancein7criticalsalesbehaviourssuchasprospecting,buildingandmaintainingrelationships,andclosing.TheProfilesSalesAssessmentcanhelpyoumakeamoreeducateddecisiononyournexthireandassistinthecreationofdevelopmentplantailoredtothem.

SalesIndicatorTheSalesIndicatorisashorterpsychometricassessmentthatexamines5qualitiesthatmakessalespeoplesuccessfulsuchascompetitivenessandsalesdrive,andalsopredictsperformancein7criticalsalesbehaviours.AlthoughnotasextensiveasthePSA,theSalesIndicatorcanputsomesciencebehindyourhiringprocessandhelpidentifypotentialtopperformers.

Visitusonlineandfindtherightpsychometricassessmentforyourneeds.

Partnerwithustooptimizeindividualandteamsalesperformancecpsa.com/assessments

Courses:

Asuccessfulteambeginswiththerightpeople.Buildingateamcanbeadifficulttask,sowe’veputtogethersometoolstohelpyouselectthebestpossiblepersonforyournexthire.

StartwithSalesJobsCanada.com.Postajoborbrowseresumestobuildapoolofcandidates.Whenyou’vemovedpastthefirstsetofinterviews,utilizeourpsychometricassessmentstohelpdeterminewhohastherightqualitiesandbehavioursforyourspecificjobopening.

STEP 1: Hire and Assess

We are your ultimate resource for sales training.

Weofferindustry-leadingtrainingthatcoversalltopicsneededtobesuccessfulinsalesandacoachingprogramthatintegratesthematerialintoyourteam’sday-to-dayefforts.

•ProfessionalSelling(In-classandOnline)

•AccountManagement

•Negotiating

•SalesCoaching

•SalesManagement

•Communicating

For more information on our customizable in-house training, contact us directly at

1-888-267-2772 [email protected]


Whoshouldattend•Salesprofessionalsinallindustrieswithaminimumof2yearssalesexperience

•ProfessionalspursuingtheCertifiedSalesProfessional(CSP)designation

•SalesManagerswhowanttosetabenchmarkfortheirsalesteam

•PastparticipantsofEffectiveNegotiatingStrategiesandCommunicatingtoInfluenceBuyingDecisions

Benefits•Maximizeyoursaleseffectivenessbyapplyingtheconsultativesellingprocess

•Manageyourindividualqualitiesforsalesandpersonalsuccess

•Implementstrategiesforeffectivetimemanagementandgoalsetting

•IdentifyleadsforyourbusinessdevelopmentfunnelusingSales2.0

•Applytheelementsofagoodfirstcall,planasuccessfulfirstvisitandobtainago-forwardcommitment

Content•UnderstandingandManagingYourself:PersonalitytraitsforSalesSuccess,PsychologyofInfluence,TimeManagement

•BuildYourBusinessStrategy:TerritoryPlanning,AccountManagement,BusinessDevelopment

•ConsultativeSelling,EffectiveProspectingApproaches

•SecuretheBusiness:Communication,Presentation,andNegotiation

2013CALENDARCalgary May28–30•Nov26–28Edmonton Oct 1–3London Apr16–18Montreal Apr16–18(French)•Nov12–14(French)Ottawa Nov5–7Toronto Jan29–31•Mar5 –7 Apr23–25•Jun11–13 Jul23–25•Sep17–19 Oct22–24•Dec3–5Vancouver Apr23–25•Nov5–7Winnipeg Oct22–24

Non-Members $1,595Members $1,495WithCertification $1,795(saveupto$300)

Registernowtobecomeabusinesspartner, notanordertaker.

Professional SellingBecomeyourcustomers’indispensablebusinesspartner

Areyouanordertakeror atrustedadviser?

ProfessionalSellingisbasedonvalidatedsalesresearch,developedinconjunctionwithHumanResourcesandSkillsDevelopmentCanada.Learnhowtouseconsultativesellingtechniquesandpracticethemthroughroleplaying,groupexercisesandbusinesscasestudies.Implementastep-by-stepprocessforacquiringandretainingcustomers.

SPONSORED BY


Professional Selling Live OnlineBringingtheclassroomtoyou!OurProfessionalSellingprogramisnowavailableinaliveonlineformatsothatyoucangetthebesttrainingfromwhereveryouare.

Can’t make it to our in-class Professional Selling sessions?Whoshouldattendouronlineformat•Salesprofessionalswhocannotaffordtimeoutoftheoffice

•Professionalswhoresideoutsideofcitieswhereourin-classsessionsareoffered

•AllthosepursuingtheCertifiedSalesProfessional(CSP)Designation

Benefits•Receivethebestprofessionalsalestrainingavailableinanonlineformat

•Notimeoutoftheofficeandnolossinsellingtime

•Implementnewlylearnedtechniquesbetweensessionsandreceivefeedbackfromyourpeersandinstructor

•Maintainsthepersonalatmosphereofanin-classsession

•Interactivelearningexperience—groupdiscussions,polls,liveon-screennotetaking

•QualifiesyoufortheCSPDesignation

LearningFormat•ProfessionalSellingcontentspreadoverfourweeks

•One2hour,in-depthsessionperweek

•Allparticipantsliveonwebcamandaudio

•Livepollingandgames

•Unlimitedaccesstoyourinstructorover4weeks

2013CALENDARFebruary12,19,26,March5 4:00–6:00ESTSeptember10,17,24,October1 4:00–6:00EST

Non-Members $1,595Members $1,495WithCertification $1,795

Registernowandgettheprofessionalsalestrainingyouneedwithoutlosinganysellingtime.

SPONSORED BY


Areyouasupplierorastrategicpartner?StrategicAccountManagementexaminesthestrategicandtacticalelementsinvolvedinmanagingyourterritoryandaccounts.Thisprogramisdesignedtohelpyouestablishholistic,value-basedpartnershipswithyourkeyaccounts,optimizeyourpenetrationofthoseaccounts,andmaximizetherevenueandprofittheygenerateforyouandyourcompany.

Whoshouldattend•Salespeoplewhohavehadformaltraininginthepastandarelookingforanadvancedprogram

•Salespeoplefocusedonbusiness-to-businessaccountsellingwithlessthan20keyaccounts

•ProfessionalspursuingtheCertifiedSalesProfessional(CSP)designation

•PastparticipantsofProfessionalSelling,EffectiveNegotiatingStrategiesandCommunicatingtoInfluenceBuyingDecisions

Benefits•Implementconsultativeinvestigationtouncoverkeyinformationforasynergisticpartnership

•MaximizetheReturnOnTimeInvestedwitheachofyourkeyaccounts

•Employastep-by-stepmethodtobecomeyourcustomers’strategicpartner

•Selectivelytargetthekeyaccountyouapproachfornewbusinessdevelopment

Content•BuildingBlocksofSuccessfulKeyAccountSelling:valuepyramid,partnershipevolution,rolesofaKeyAccountManager,returnontimeinvested

•StrategicTerritoryPlanning:goalsettingandforecasting,globaltimeallocation,marketanalysis,targetingkeyaccounts,buildingaterritoryplan

•StrategicKeyAccountSalesProcess:intelligence,growth,andimplementation

•StrategicAccountManagement:consultativeadviceandbusinesssolutions

2013CALENDAR

Calgary Apr24–25Montreal Dec4–5(French)Toronto Feb27–28•Jun26–27 Nov6–7Vancouver May29–30

Non-member $1,495Member $1,395CSP $1,295WithCertification $1,795(Saveupto$300)

Registertoshapeyourclients’businessandultimatelybecometheirstrategicpartner.

Advanced Selling

Strategic Account ManagementAdvancedtrainingtomakeyouamorestrategicandprofitablesalesprofessional

SPONSORED BY

InProfessionalSellingyoulearnedthesalesstrategiesandtoolsthatwillenableyoutobecomeyourcustomer’sindispensablebusinesspartnerandtrustedadvisor.InPhase2,youwillapplythesesalesstrategiesandtoolsinto“ACTION”byintegratingthemintoyourownsalesprocesstobecomestrongerandmoreconfidentinfrontofyourcustomersgeneratingRESULTS.Apowerfulsalescoachingprogramthatbeginswithgoalsandstrategy,masterstheconsultativesellingprocessandendsinstrongerresults.

WhoShouldAttend•SalesProfessionalswhohavetakenProfessionalSellingandwanttotakeactionbyapplyingandadvancingtheskillsandtoolstheylearnedtogetevenbetterresults

•ProfessionalswhohaveearnedtheirCSPdesignationand/orwanttoearntheir20hoursofCSPprofessionaldevelopmentmaintenance

Benefits•You’llbeputtingintoACTIONwhatyoulearnedinProfessionalSellingtoincreaseyourconfidence

•BuilduponandintegrateProfessionalSellingstrategiesandtoolsintoYOURsalesprocesstoadvanceyoursalesskills

•DifferentiateyourselfinfrontofyourcustomersasaStrategic,ConsultativeSalesExpert

•Nolostsellingtimeortimeoutoftheoffice—justonehourperweek

LearningFormat•1hourperweekfor10weeksviagotomeeting.com

•Limitedtojust12salesprofessionalspergroup

•Interactiveformatallowsyoutolearn,applyandsharereal-lifesalesexperienceswithpeers

•1:1CoachingCallwithyourCoach

Content•Developyour3-year,1-yearand90-day“Vision-Goals-ActionPlan”

•Completeyour“IdealProfitableCustomer”Analysis

•Masterthe8-StepConsultativeSellingProcesswithyourcustomers

•MaximizeyourtimewithROTI

•Understandyourbuyer’scycletoapplythe“5PhasesofthePurposefulSalesConversationCycle”

•Advanceyourskillsusingthe“CircleBackQuestioningTechniqueand3-OptionProposal”

2013LAUNCHDATESJan21•Apr29•Oct28

Non-Member $1,995Member $1,595BundledwithProfessionalSelling $2,995

Afullycustomizableprogramcanbedevelopedfor yourcompany’ssalesteamanddeliveredin-house, atyourfacility.

Professional Selling Phase 2 – Sales CoachingIntegratethestrategiesandtoolsyoulearnedinProfessionalSellingintoyoursalesprocessesbyinvestinginour10weekinteractivecoachingprogram.



Doyouknowwhentocoachandwhentomanage?CPSA’sSalesCoachingforSuccessequipsyouwithcriticalcoachingskillstoimprovetheproductivityandperformanceofyoursalespeople.Thiscourseisdesignedtohelpyoudelivermorevaluetoyoursalesteamandorganization.

Whoshouldattend•Professionalswhowanttoenhanceorpracticetheircoachingskillstoincreasetheirteams’performance

•SalesManagerschallengedwithcoachingunder-performers

•PastattendeesofCPSA’sProfessionalSalesManagement

Benefits•Developanalyticalskillstouncoveryoursalesteam’sneedsandopportunities

•Maximizeyour“ReturnonCoachingTimeInvested”anddecidewhotoinvestin

•Evaluateyoursalesteamusingthemotivationandperformancematrix

•BuildadevelopmentplanforyoursalesteamusingtheTalentManagementProcess

Content •CollaborativeCoaching:deliver3levelsofvalue

•DetermineSalesPerformance:structuretoevaluateandmeasuresaleseffectiveness,understandingsalesperformancedriversandmotivation

•DevelopmentalPlanning:talentmanagementprocess

•CoachingCalls:techniques,typesandprocess

•TheCoachingConversation:collaborativecoaching,handlingconflict,activelistening

2013CALENDARToronto May29–30•Oct29–30

Non-Members $1,495Members $1,395CSP $1,295

Registertoapplyaneffectivecoachingframework toguideyoursalesteam.

Sales Coaching for SuccessDevelopyoursalespeople todrivesalesandaddvaluetoyourcustomers

Areyoudeliveringfullvaluetoyour organizationandteam?ProfessionalSalesManagementexploresyourroleasasalesmanager,specificskills,andconceptsthatwillimproveyourperformanceinthe3keyareasofsalesmanagement:leadership,talentmanagement,andbusinessmanagement.Throughnumerousworkshoppracticesessions,casestudyanalysisandroleplay,youwilllearnthecriticalsuccessfactorsofsalesmanagement.

Whoshouldattend•SalesManagersandDirectorswhowanttoincreasetheirteam’sperformanceandprofitability

•SalesManagerswhowanttoincreasethevaluetheydelivertotheirsalesteamandorganization

•Salesprofessionalsnewtoorconsideringamovetoamanagementrole

Benefits•Effectivelycommunicateandtranslatetheorganization’svisionforyoursalesteam

•Implementchangemanagementtechniques

•StimulateyourteambyapplyingtheEffectiveSalesManagementprocess

•Produceadynamicsalesteamthatwilldifferentiateyourorganization

Content•RolesoftheEffectiveSalesManager:addvalueasastrategist,businessmanagerandtalentmanager

•VisioninSalesLeadership:alignsalesgoalswithcorporategoalsandvalues,go-tomarketstrategies,changemanagement

•ManagingSalesPerformance:managingthesalesprocess,budgeting,forecasting,salesproductivitytools,andmore

•TalentManagement:recruiting,hiringandcompensating,terminating,training,andperformancemanagement

2013CALENDARCalgary Oct 1–3Montreal Oct 1–3Toronto Apr16–18•Nov19–21Vancouver Oct22–24


Registertotransformyourselfintoaleaderthatstrategicallymaximizestheoutputoftheirteam.

Professional Sales ManagementManageyoursalesteamtowardsimprovedperformanceandprofitability

SPONSORED BY

SPONSORED BY



Howdoyoueffectivelyassertyourselfinorder topersuadeothers?Developyourself-leadership,aswellasassessandadapttodifferingpersonalitystylesandvalueswithCPSA’sCommunicatingtoInfluenceBuyingDecisions.Thisinteractiveprogramwillteachyouhowtoimproveyourcommunicationstyleformaximumclaritytoachievegreatersalesresults.

Whoshouldattend•Professionalsatalllevelsoftheorganizationwhowanttocommunicateskillfullywiththeirclients,prospects,andcolleaguesbyadaptingtodifferentpersonalities,communicationstyles,andpersonalpreferences

•PastparticipantsofCPSA’sProfessionalSelling,StrategicAccountManagement,EffectiveNegotiatingStrategies,ProfessionalSalesManagementorSalesCoachingforSuccess

Benefits•Identifyandadaptyourownpersonalitystyletoyourbuyer’stomaximizesalesresults

•Developyourabilitytouseavarietyofcommunicationstylestosolveproblems

•Applycommunicationskillsthatempowerothersandstimulatehighperformance

•Increaseyourpersuasionskillsthrougheffectiveinfluencingtechniques

Content •ElementsofSelf-Leadership:valuesthatdriveyou

•UnderstandPersonalityStyles:self-perception,rapport,decision-making

•RiskFactorsandTrustinaBusinessRelationship:goldenrules

•CommunicationSkills:from“No”to“Yes”thepowertopersuade

•GoalSetting:guidelinesandtimemapping

2013CALENDARToronto Oct9 –10


Registertoestablishtherapportthatgainscooperationandbuildstrust.

Communicating to Influence Buying DecisionsAdaptYourSellingStyletoMaximizeSalesResults

SPONSORED BY

Doyouwanttomasterthenegotiationprocess?CPSA’sEffectiveNegotiatingStrategiesprovidesyouwiththekeystosuccessfulnegotiations.Learnnewwaystomanoeuvrewithinanegotiatingenvironment,frompre-planningtothecommitmentstage.Throughroleplay,youwillincreaseyourconfidenceinnegotiation.Youareencouragedtobringanexampleofarecentorfuturenegotiatingsituationwithachallengingcustomer.

Whoshouldattend•Professionalsinvolvedinsalesnegotiation(buyersandsellers)

•PastparticipantsofProfessionalSelling,StrategicAccountManagement,ProfessionalSalesManagement,CommunicatingtoInfluenceBuyingDecisionsorSalesCoachingforSuccess

Benefits•Confidentlyconductanegotiationinteractionutilizingthe8-stepprocess

•Uncoveryourclients’realinterests—otherthanprice—toreachpositiveoutcomes

•Applyconcessionseffectivelyinanegotiationinteraction

•Learnwhenandhowtoclosethenegotiationwithasignedagreement

Content•YourCurrentNegotiationIssuesandChallenges

•PrinciplesofEffectiveNegotiationCompatiblewithConsultativeSelling

•InfluentialNegotiatingStrategy:8-stepprocess

•NegotiationInteraction:tipsandrole-play

2013CALENDARCalgary Oct29–30Montreal Oct23–24(French)Toronto Apr10–11•Sep25–26Vancouver Sep25–26

Non-member $1,345Member $1,245CSP $1,145

Effective Negotiating StrategiesMasterthenegotiationprocesstoreachan optimumoutcome

92%ofpeoplefinditdifficult tonegotiateand10%will notnegotiateatall.

SPONSORED BY



STEP 4: Develop

STEP 3: Certify Additional TrainingCertified Sales Professional Designation – CSP

TheRecognizedStandardforSalesExcellence

Howcanyougainacompetitiveedge?TheCertifiedSalesProfessionaldesignationimmediatelyidentifiesyouasacompetent,ethical,andprovensalesprofessional.BecomeaCSPandstandoutfromthecrowd!

CSP–Whenthesethreelettersfollowyourname,theypackapowerfulmessage•86%gainedacompetitiveadvantageinthemarketplace

•Morethantwo-thirdssaidthedesignationgavethemaddedprestigeintheeyesofcustomers,managersandpeers

•72%rankinthetop25%ofsaleswithintheirrespectiveorganizations

•Morethanhalfearnpersonalannualincomesover$75,000peryear

•9outof10CSPsrecommendbecomingaCertifiedSalesProfessional(CSP)toothers

AsaCSP…•Youareidentifiedasahighlycompetentprofessionalwhohasgainedtheexperience,knowledge,andskillsoftheCPSASalesInstitute

•Youimproveyourcareergrowthopportunities,advancementandearningpotential

•Employersknowyouhavesolidsellingskillsandthecredentialstoproveit

•Customersknowthatyoumeetasetofstandardsandadheretoastrictcodeofethics

OrganizationBenefits•Setameasurablebenchmarkwithinyoursalesteam

•Differentiateyoursalesteambyincreasingtheircredibility

•Decreaseturnoverbysettingahiringstandardfornewstaff

•Assistwithongoingtrainingandcareerdevelopment

•Demonstrateyourcommitmenttotheprofession

Gainthecompetitiveedge — becomeaCertified SalesProfessional.

cpsa.com/CertifiedSalesProfessional

Brandingrequiresconsistency inallpointsofcommunication.Beingtheface-to-facecontact forcompanies,consistencyis keyforthesalesteam.

TheCPSASalesInstituteofferstheCertifiedSalesProfessional(CSP)designation— theonlygovernmentrecognizedsalesdesignationinNorthAmerica.JoinothercompaniesthathavemadetheCSPdesignationamandatorytermofemploymentfortheirsalesforcetosucceedintoday’sbusinessclimate.

OnlineTraining

On-DemandWebinarsWehavehundredsof1-hourwebinarstochoosefrom,coveringalltopicsfromsocialmediatoclosingsales.Purchaseacourseatanytimeandgainaccesstoitfor30daystoviewitasmanytimesasyou’dlike.Shareitwithcolleaguesorshowitatyournextsalesmeeting.Alowcost,time-efficienttrainingsolutiontoensureyougetthebusinesstrainingyouneed.Startbrowsingtoday.

SPONSORED BY

ProfessionalSellingSelf-DirectedTakeyourselfthroughourProfessionalSellingprogram’skeyinformationin8onlinemodulesofferedthroughourpartner,LearningLibrary.LearnthekeyconceptsofourProfessionalProgramorbrushuponthematerialbeforecompletingyourCertifiedSalesProfessionalexams.

UPFRONTWebinars:Persuasion ThroughPresentationA4-partwebinarseriesthathelpsyoudelivermoreinfluentialpresentations.

YorkUniversitySchulichExecutiveEducationCentre’sExecutivePrograminSalesManagementYorkUniversity,inpartnershipwithCPSA,offersCanada’smostsuccessfulexecutivedevelopmentcourseforsalesleaders.

•Developthehigh-performanceleadershipskillsrequiredtodriveahigh-performancesalesorganization

•Discoveraprovenstrategicframeworkthatwillhelpyoumeetyoursalesandperformancetargets,andimprovecustomersatisfaction

•Enhanceefficiencybyadoptingleading-edgeCustomerRelationshipManagementstrategies

•Custom-designacompetitiveintelligenceandbenchmarkingsystemforyourorganization

•Leverageyouremotionalintelligencetosellyourproductsandservices

CPSAmembers:$4,095+applicabletaxes

Non-members:$4,595+applicabletaxes

cpsa.com/Develop

Anongoingdevelopmentplanforyourteamiscriticaltoimproving performance.CPSAoffersa rangeoflowcostonlinetraining, partnerevents,andresources tohelpkeepyourteamsharp.

Formoreinformationonany oftheseproductsorservices, visitourwebsite.

cpsa.com/Develop


CPSAunderstandsthatyourexpendituresareuniqueandconstantlychanging,that’swhyCPSAmemberscancustomizetheirmemberbenefitstotakeadvantageofonlytheprogramstheyneed.Savingonallyourexpensescanbesimple.

CPSA Savings ProgramsSales Knowledge Centre

SalesArticlesOurarticlesgiveyouin-depthinsightintothebestandlatestsalespracticesthatyoucanapplydirectlytoyourbusinessandsharewithyourteamtodriveresults.

Easilysearchthroughourdatabasebykeywordorbrowsebycategoryfortimelyarticleson:

•Salescommunicationtechniques

•Sellingskillsandstrategies

•Saleshiringandassessments

•Salesforcemanagementandleadership

•Salestraining,motivation,andcoaching

•Accountmanagementandclientretention

SalesConnexionE-NewsletterGetourlatestsalesarticles,tips,resources,specialpromotions,salesjobopenings,andmore,righttoyouremailinboxtwicemonthly.

AskaSalesExpertWe’vecompiledtheanswerstothemostfrequently-askedsalesandbusinessquestionswe’vereceived.FindtheanswerstoyourquestionsbyperusingthefulllistofAskaSalesExpertquestions,[email protected].

EmploymentResourcesWhetheryou’relookingforanewcareerforyourselfortohireandmaintainacompetitivesalesteam,we’vegottheresourcestogetyouontotherighttrackandkeepyouthere.

•EmployerResources

•Career-SeekerResources

•SalesCompensationReports–MarketPricer,anonlinecompensationtool.

•SalesJobsCanada.com–NicheJobBoard

SalesManagementManualCPSAmemberscandownloadourcomprehensiveguideonallaspectsofbeinganeffectiveleaderforyourteam.Inside,you’llfindinformationon:

•SalesForceStaffing

•CompensationandMotivation

•EffectiveSalesLeadership

•SalesPerformanceManagement

•Andmore!

Comprisingcriticalsalesmanagementinformationandresources,thisguidewillserveasagreatreferencetoolforyourmanagementteam.

cpsa.com/knowledgecentre

Savetime,moneyandeffort usingCPSA’sKnowledge Centre —thedefinitivesource forCanadiansalesandsalesmanagementinformation.

TravelSaveProSAVEUPTO60%+valueaddedamenitiesatover1,000majorhotelsinCanadaandtheU.S.

SAVE25%atPark’NFlylocationsacrossCanada

SAVE10%onBusinessandEconomyfareswithViaRail

SAVEonFlexibleandFreedomfareswithPorterAirlines

FREEBTSidekickBlackberryApplicationtohelpyoufindthethingsyouneedwhileonthemove

InsuranceSaveProGETTHEBESTRATESwithManulifeFinancial,CornerstoneInsuranceBrokers,andReliableLifeontheinsuranceproductsyouneedtokeepyouprotected:

• Home • HealthandDental

• Auto • Life

• Business • CriticalIllness

• Travel • Disability

cpsa.com/signup

AutoSaveProSAVEUPTO30%oncarrentalrates+nokilometrechargesinmostmajorcitieswithAvis,Budget,Enterprise,Hertz,andNational

SAVEonfuelandcarwasheswithPetro-CanadaandShell

SAVE$100onautomaticMileageLoggingwithOdotrack

BusinessSaveProSAVEoncellphonesanddataplanswithBellMobilityandRogersWireless

SAVEUPTO35%onunlimitedlocalandlongdistancecallingwithCellTime

SAVEUPTO35%onselectedFedExandUPSservices

SAVEUPTO30%onindustry-specificpostingswithWorkopolisNicheNetwork

SPECIALRATESforVISA,MasterCard,andInteracfeeswithChasePaymentech

STEP 4: Develop

Allthesavingsyouneed;oneconvenientbenefitsprogram.

CPSAMemberscansaveup to$500onsalestraining!Not a member?Visitusonlineat cpsa.comandsignuptoday.


cpsa.com/SalesTrainingCentre [email protected] 1.888.267.2772 (CPSA)

Here’s What Others Are Saying About Our Training and Certification Program

“TheProfessionalSellingcourseisessentialtrainingtodevelopthebuildingblocksforasuccessfulsalescareer.Learnthematerial,integrateitintoyourdailyroutineandwatchyoursalescareertakeoff!”

M. Gomes, Traffic Tech Inc.

“Notonlydidthisprogramstrengthenmyareasofsalesweakness,ithelpedtoreaffirmthegoodhabitsIalreadyformed.Ourgrouphaskeptintouchandtheabilitytocommunicatewithsalesprofessionalsinotherindustrieshasbeenagreatcomfort.MyCSPdesignationhasearnedmerecognitionwithmypeersandcustomers.”

L. Bonn, CSP, Pow Laboratories Inc.

“Asaseasonedsalesprofessional,yousometimesbelieveyouhaveheardorseenallthesalestrainingthereis.ProfessionalSellinghelpedmeidentifymyhiddenbadhabitsanddefineabettersalesprocess.Iamexcitedtosellagain.”

L. Schonewille, Regional Sales Manager, McKesson APS

“AsaresultoftheProfessionalSellingprogram,Isetupameetingwithoneofmyclients,appliedthe8-stepConsultativeSellingapproachandlandeda$25,000salealongwiththeopportunitytopresentourpartnershipprogramfornextyear.”

B. Corrin, Tenaquip Ltd.

“ProfessionalSalesManagementisthebest3daysyou’lleverinvestyourmanagementcareer.”

A. Morra, Inside Sales Supervisor, Ash City

“CPSAandtheConsultativeSellingprocesswillchangethewayyoudobusiness.”

S. Maitland, Dealer Development Manager, LGM

“EffectiveNegotiatingStrategieswasfullofready-to-use,practicalinformation.Amusthavecourseforallprofessionals.”

B. Dennis, Bill Dennis & Associates

“AchievingmyCSPdesignationthroughtheCPSAprogramhasbeeninvaluableasitrelatestobothmysalescareerandmypersonallife.Ihaveappliedthevariousprinciplesandprocesseswhichsubstantiallyincreasedmysalesproductivity!Iammorefocusedandgoal-oriented.Myabilitytocommunicateandlistentomycustomerhasimproved.

L. Lang, CSP, Business Development Coordinator, Chamber of Commerce Brantford-Brant

“(StrategicAccountManagement)isasuperiorcourse.IhaveattendedmanysalescoursesbutthetoolsanddeliveryweresogenericthatIcouldn’tapplythemtomyspecificbusiness.ThiscoursegavemethetoolsIneedtosucceed—greatjob!”

L. Engleson, CGGVeritas

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Documents

Professional Development Guide · 2013 . Professional Development Guide. Inside you’ll find how we can help you build a successful sales team, from hiring the right people to certifying