This document outlines 8 training modules covering skills for sales professionals, account managers, and managers. Module 1 focuses on professional communication skills. Module 2 covers solution selling. Module 3 involves negotiation skills. Module 4 is about powerful presentations. Module 5 is on essential account management. Module 6 is for future sales leaders. Modules 7 and 8 aim to support modern managers in areas like managing young employees, talent retention, and building high-performing teams. The modules involve practical lessons and learning objectives centered around communication, client relationships, leadership, and people management.

1. MODULE OVERVIEW
PROFESSIONAL COMMUNICATION
This module is designed as an essential introduction to communicating successfully in the
corporate environment and includes influencing skills, customer service, and social selling.
1
SOLUTION SELLING
Top quality sales training is vital in today’s commercial environment and this module deals
with all things sales. It is highly practical with a focus on application back in the workplace.
2
NEGOTIATION SKILLS
All sales professionals are required to negotiate at all stages of the sales process. This
course considers the fundamental skills and attributes of successful negotiators and how
this can make an impact on the bottom line.
3
POWERFUL PRESENTATIONS
Every professional person will be required to present at some point- both to groups and
individuals. Powerful presentations focuses on design and delivery and creating impact
4
ESSENTIAL ACCOUNT MANAGEMENT
Business development and account management require different skills and this module
is concerned with how to increase revenue from existing clients and really grow your
5
TOMORROW’S SALES LEADER
This module is designed for top sales performers who are looking for a learning experience
which is stretching and innovative. These people are tomorrows leaders, influencers, and
6
THE MODERN MANAGER
These modules are designed to support today’s manager, compliment modules 1-6, and
focus on essential topics such as managing young people, attracting and retaining the best
talent and building top performing sales teams.
7
8

2. Growing Productivity & Performance
MODULE 1
PROFESSIONAL COMMUNICATION
WHAT IT INVOLVES...
This module is designed as an essential introduction to communicating successfully in the
corporate environment and includes influencing, customer service, and basic sales training.
For new sales people or professionals moving to a client facing role it can be challenging
to understand the intricacies of a corporate environment and the characters, roles and
responsibilities of those within. Participants will learn how to negotiate this environment,
appreciating time and pressure constraints placed on different departments, to effectively
communicate as the professional, consistent and authentic face of today’s modern
organization.
LEARNING OBJECTIVES
• Introduction to Sales as a Profession
• Understanding Corporate Roles and Responsibilities
• Different Personality Types and Communication Styles
• Email, Telephone, Meetings and Video Conferencing
• Writing, Delivering and Owning an Effective Elevator Pitch
• Setting Up and Presenting on LinkedIn and Social Channels
• Essential Time Management

3. Growing Productivity & Performance
MODULE 2
Solution Sales
WHAT IT INVOLVES...
Top quality sales training is vital in today’s commercial environment and this module deals
with all things sales. It is highly practical with a focus on application back in the workplace.
Participants will learn skills and techniques to be successful in all areas of the sales cycle;
from preparation and strategy to the power of the elevator pitch, advanced questioning and
persuasion to objection handling and closing. With an introduction to a selection of proven
modern day sales methodologies, this module equips sales people with the capability and
confidence to be successful sales professionals in any industry.
LEARNING OBJECTIVES
• Building a Personal Brand and Demonstrating Domain Expertise
• The Art of Persuasive Communication
• Establishing Authority with Confidence, Clarity and Authenticity
• Active Listening and Successful Questioning
• Highlighting Pain Points and Recommending a Solution
• Objection Handling and Closing

4. Growing Productivity & Performance
MODULE 3
Negotiation Skills
WHAT IT INVOLVES...
All sales professionals are required to negotiate at all stages of the sales process. This
module considers the fundamental skills and attributes of successful negotiators and how
this can make an impact on the bottom line.
A highly practical and engaging module, Negotiation Skills provides participants with
a blueprint to effectively execute complex negotiations with a favorable outcome. This
module explores strategic planning, the relationship between power and control, linguistic
techniques, managing tension in negotiations and more.
LEARNING OBJECTIVES
• Strategic Goal Planning and Developing Concessions
• Understanding Personas and Effective Positioning
• Empathy, Persuasion and ‘Going to the Balcony’
• Recognising and Avoiding Buyer Traps
• Trading Concessions and Gaining Commitment
• Developing and Retaining Highly Profitable Customer Relationships

5. Growing Productivity & Performance
MODULE 4
Powerful Presentations
WHAT IT INVOLVES...
Every professional person will be required to present at some point – both to groups and
individuals. Powerful Presentations focuses on design and delivery and creating impact with
confidence.
A highly interactive, engaging and stretching module, Powerful Presentations is all about
enabling and empowering participants with the confidence and ability to present like a
star. Focusing on all elements of a presentation, participants will learn what makes a great
presenter: structure, mirroring, audience engagement, body language, tonality, confidence,
visual aids, being memorable and more. Plus all will leave with a clip of themselves presenting
like a pro.
LEARNING OBJECTIVES
• The Structure of Effective Presentations – Opening, Connecting and Closing
• Understanding, Engaging and Interacting with your Audience
• Dealing with Fear and Nervous Energy
• Advanced Body Language, Tone and Projection Techniques
• Using Visual Aids and How to Use (and not use) Powerpoint
• How to be Memorable – Command, Compel and Connect

6. Growing Productivity & Performance
MODULE 5
Essential Account Management
WHAT IT INVOLVES...
Business development and account management require different skills and this module is
concerned with how to increase revenue from existing clients to really grow your business.
Great Account Managers are viewed as trusted advisors, consultants, confidantes and
pivotal to a clients’ business. Participants will look at the core characteristics of what
makes a great account manager: developing valuable and long lasting relationships, territory
mapping and strategic planning, building trust and delivering value, and more.
LEARNING OBJECTIVES
• Building, Managing and Developing Professional Relationships
• Strategic Account and Territory Planning
• Organisational Contact Mapping
• Effective Time Management and Prioritisation
• Providing Value in Every Interaction
• Consultative Problem Solving as a Trusted Advisor
• Conflict Resolution and Managing Expectations

7. Growing Productivity & Performance
MODULE 6
Tomorrow ’s Sales Leader
WHAT IT INVOLVES...
This module is designed for top sales performers and Business Development Managers who
are looking for a learning experience which is both stretching and innovative.
Run as an open module with top sales performers from other organizations, the Tomorrow’s
Sales Leader Program covers advanced rapport building, persuasion, probing and
listening techniques, enabling participants to confidently engage and persuade in peer to
peer discussions with senior executives. The module is also an excellent introduction to
mentoring, coaching, and becoming a leader for the wider sales team.
LEARNING OBJECTIVES
• Recognise, Analyse and Manage the Political and Emotional Drivers of Senior Executives
• Social Selling, Building a Personal Brand and Demonstrating Domain Expertise
• Understanding Personality Types and Using Advanced Communication Triggers
• Advanced Mirroring, Anchoring and Eye Accessing Cues
• C-Level Negotiation
• Coaching and Mentoring

8. Growing Productivity & Performance
MODULE 7 & 8
Modern Manager
WHAT IT INVOLVES...
These modules are designed to support today’s manager and focus on essential topics such
as managing young people, attracting and retaining top talent and building great teams.
In today’s fast moving commercial environment the challenges that face managers are
wide ranging. The Modern Manager Programme has been specifically designed to support
managers to meet these challenges and to improve both their own and their team’s
performance.
The main focus is on managing people who are new to the workplace and the specific issues
that arise from this such as motivation, retention and the development of business skills.
There is a big risk in not training managers how to manage. The costs of losing staff due to
untrained managers is hard to measure but dangerous to ignore. Management is a specific
set of skills very different from the role that the person has progressed from. This Modern
Manager Programme provides the essential skills and knowledge to build on for future
success.
LEARNING OBJECTIVES
• Recognise, Analyse and Manage the Political and Emotional Drivers of Senior Executives
• Social Selling, Building a Personal Brand and Demonstrating Domain Expertise
• Understanding Personality Types and Using Advanced Communication Triggers
• Advanced Mirroring, Anchoring and Eye Accessing Cues
• C-Level Negotiation
• Coaching and Mentoring