Background

The program is developed as a response to the challenge many companies face: effectively onboarding and developing their salespeople and employees in B2B sales.

There is often a lack of a structured and uniform method to ensure the quality in this crucial process. In many cases, the responsibility falls on the immediate manager, who must also handle their regular tasks. This splitting of focus can unfortunately lead to onboarding and training not receiving the attention they need.

To successfully develop both new and experienced employees, it is necessary to focus on recurring elements such as: Introduction to the company's culture and routines, Knowledge of products and services, understanding of the sales process and the tools used, clear goals and expectations, access to mentorship and coaching, integration within the team, and conducting practical exercises.

Sales, being one of the oldest professions, resembles a mathematical formula where the right actions at the right time often lead to successful performances. Our program introduces a consultative sales methodology, creating a common platform of knowledge within B2B sales. This methodology is applicable regardless of the product or service as long as the company's focus is on creating value for the customer rather than selling on price.

The program lasts for 6 weeks and combines instructor-led digital sessions, self-studies via our digital learning platform, and practical assignments discussed in conjunction with each module. This methodology aims to prepare participants to become productive salespeople with a strong focus on consultative selling.


Goals of the program

For the company, entrepreneur, and management

Our goal is to offer a structured program that streamlines the onboarding of new colleagues while equipping existing employees with the right tools and conditions to drive consultative business and sales processes. By providing a structured process, we free up time in your organization that would otherwise be needed to manage the entire process. This reduces the risk of the daily business being negatively impacted during the onboarding of new colleagues and instead enables a focus on growth and profitability.

For the participant

Our aim is to ensure that each participant acquires a solid foundational competence and skill set in consultative sales through our training program. By participating in the program, each individual will also gain access to best practices and proven methods that have consistently produced top-notch sales results. This means that participants will not only receive theoretical knowledge but also practical tools and insights that have proven successful in real business situations. By learning and applying these proven strategies and techniques, participants will be well-equipped to tackle and exceed their sales targets while also developing their business acumen at a higher level.

The program's different modules

Our training program is divided into three modules, each designed to cover different crucial aspects of business acumen essential for acting as a successful consultative salesperson or consultant. The program spans over a period of 6 weeks, during which we alternate between theory, practice, and continuous testing of participants' knowledge levels.

Each module is designed to build upon the previous one, creating a comprehensive learning experience that prepares participants for success in every aspect of their professional roles.


The limited company, its structure, and decision-making drivers.

  • Föreläsningar
  • Praktiska uppgifter
  • Kunskapstest

Description of content:

We learn about organizations and their structure, how these influence the sales process, and what driving factors govern decision-making processes.

Basic knowledge required to build trust in one's dialogue with the customer and to steer the consultative sales process more effectively.

What participants should master after the module:

  • Grundläggande kunskap i hur ett företag organiseras, styrelse, ledningsgrupp, etc.
  • Grundläggande kunskap om hur beslut fattas i ett aktiebolag.
  • Grundläggande kunskap om affärsplaner, verksamhetsplaner, nyckeltal.
  • Grundläggande kunskap om vilka lagar och förordningar som påverkar styrning av ett aktiebolag.
  • Grundläggande kunskap i prospektering och bearbetning av företag.


Business acumen and how to plan for successful sales.

  • Föreläsningar
  • Praktiska uppgifter
  • Kunskapstest

Description of content:

We learn about what the top-performing salespeople do and how, with goal-setting, we create sustainable motivation and results.

We work with practical exercises to optimize how we plan and use our time.

We learn how to plan our sales year, how to build and manage a pipeline of business, and how to create accurate forecasts.

What participants should master after the module:

  • Arbeta med målsättningar för motivation och hållbar drivkraft över tid.
  • Planera sin arbetstid effektivare och mer målintriktat.
  • Skapa en säljplan för året
  • Förstå hur man skapar en pipeline av affärer och bygger ett resultat som överträffar budget.
  • Hur man arbetar med prognoser och hur man validerar sina affärer.


The consultative sales methodology that creates value for the customer.

  • Föreläsningar
  • Praktiska uppgifter
  • Kunskapstest

Description of content:

We learn a consultative advisory sales methodology that creates value for the customer.

How to play the game to gain the trust of both new and existing customers.

The story is everything. We learn that from the customer's perspective, we create our story and increase our hit rate in deals.

What participants should master after the module:

  • Grundläggande kunskap i hur man tillämpar en konsultativ säljprocess.
  • Grundläggande kunskap om hur man ska agera för att skapa förtroende och värde för sin kund.
  • Kunna skapa en säljande story för att väcka intresse och tilltala sin målgrupp.
  • Grundläggande kunskap om olika roller och deras olika drivkrafter samt varför man ska målgruppsanpassa sin kommunikation.

Ready to Accelerate? Book A Spot On The Next Program

The target audience for the program

The program is designed to meet the needs of three specific target groups within consultative sales: new sales representatives and pre-sales consultants, as well as existing employees responsible for sales with a consultative focus.

The goal of the program is to quickly and effectively build the necessary competence among new team members, improve skills and productivity among experienced employees, and strengthen leadership capabilities to promote collaboration and growth within the organization. Through this comprehensive approach, we create a solid foundation for success at all levels of the company in consultative sales.

Onboarding

The program is designed to meet the needs of new consultative salespeople and sales consultants.

Our goal is to quickly ensure their competence to streamline the onboarding process in their new sales roles. By providing a thorough introduction to the critical aspects of the consultative sales process, we ensure that new employees have the tools and knowledge they need to immediately contribute to the company's success.

Our focus on practical exercises and real-world learning ensures that participants can apply their new knowledge directly in their sales roles. This leads to a faster and more effective integration into the team and the company's sales processes.

Development

The program is specifically designed to support and develop existing employees with responsibilities in the consultative sales process.

The purpose of the program is to enhance the knowledge and skills of these employees, which in turn will increase their productivity and ability to create value. By providing a deeper understanding and new skills within the consultative sales process, the program prepares participants to effectively meet and exceed the demands and expectations of their roles.

The goal is to provide these key employees with the tools and knowledge they need to not only improve their own performance but also contribute to the overall success of the company within the consultative sales process.

Practice-based learning

We employ an educational model that combines theoretical knowledge with practical exercises.By applying this methodology over a period, participants are given the opportunity to not only learn in theory but also to apply this knowledge in practice. This process allows participants to test and develop their skills in real-life situations. Additionally, we place great emphasis on individuals taking responsibility for their own development, which becomes particularly evident when we allow participants to provide feedback on how they have performed with the practical tasks they have been given during theory sessions.

Theory

We use a method where theory is followed by tests to confirm understanding of knowledge. This ensures that participants not only learn the theory but also can apply it practically. The training is conducted through both digitally instructor-led module sessions and self-study in our online training platform.  

Practice

We integrate practical exercises in the periods between theory sessions for each module. These practical tasks are designed to give participants the opportunity to apply their theoretical knowledge in practice, with a focus on promoting both individual development and business opportunities for the company. By directly linking the exercises to realistic tasks, we strengthen participants' ability to effectively contribute to the company's business pipeline.

Benchmark

We believe in striving for performance and that one should measure their own performance and compare it with like-minded individuals. Therefore, after completing the program, we provide the opportunity to access anonymized benchmarking statistics against previous participants in the program.

Program completion

After completing our onboarding and training program, the Sales Acceleration Program, your employees are ready to take your business to new heights. By completing this structured training program, the required level of knowledge needed to conduct effective sales work is ensured.  

The result? Accelerated sales are not just a dream but a concrete possibility. With increased knowledge and skills, your employees will be able to identify and seize business opportunities in a more proactive manner, thereby increasing the likelihood of successful business transactions.

But it doesn't stop there. By freeing up time and resources from onboarding and skill-building activities, you will be able to maintain focus on driving the existing business forward.

So get ready to cross the finish line to success. With our program, you're equipped to not just survive, but to thrive in today's fast-paced business world.

Do you have any questions about the program? 

Please use the form below to contact us.


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