Developing Your Full Sales Potential

Overview/Description
 To gain the winning edge over your competitors, you have to develop your full sales potential. Think of this process as a sales journey, that requires the same thought and planning as when you are planning a vacation. You have to establish where you are now, where you want to get to, and anticipate any problems you may encounter on the way. As a salesperson, you are in control of your destiny. In this course, you will discover how to take control of your own success. You will recognize the need to develop with the changes around you, and that to be a top sales performer, you need appropriate knowledge, skills and attitude; enough customers and enough time to see them...a recipe for success. You will focus on the need to establish your current performance levels by the continuous assessment of five key areas. Interesting activities will demonstrate the difference between evaluating knowledge and skill. Most importantly, on completion of this course, you will be able to prepare a personal development action plan, which will enable you to overcome any obstacles you may encounter en route to achieving your full sales potential.

Target Audience
 Experienced and newly appointed sales managers and sales people, with an understanding of the sales process and basic selling skills.

Expected Duration
3.0 hours

Lesson Objectives:

Developing the Foundations for Success

  • recognize the value of identifying the requirements for the achievement of full sales potential.
  • recognize the value that taking control adds to success.
  • identify how to take control of success.
  • identify the requirements for building strong foundations for developing full sales potential.
  • identify the requirements for enhancing sales activity levels.

    • Assessing Your Development Needs

  • recognize the value of continuous assessment towards the achievement of goals.
  • identify the four stages of learning.
  • differentiate between the methods for assessing knowledge and skills.
  • differentiate between the terms knowledge and skills.

    • Changing Your Approach to Selling

  • recognize the value of developing a customer-focused approach to selling.
  • identify the reasons for developing a customer-focused approach to selling.
  • identify the five key areas in the sales success development model.
  • recognize how the sales success development model provides the basis for developing a people-centered approach to selling.

    • Course Number: SALE0212