Sales Prof 101 - Workshop Outline

Prism
Business
Development
“Industry Leader in
Developing Initiative
Leadership”
+
Strategic Sales
Group – International
“Industry leader in providing sales
profession processes,
methodologies, tool, training,
coaching & certifications services”
Sales Profession 101
Course Outline
Prism Business Development & Strategic Sales Group International
POB 270611, Louisville, CO 80027
(720) 352-3407 • www.prismbusdev.com & www.ssg-intl.com
Member of Colorado Technology Association & Rockies Venture Club
Page 1 of 5
Title Sales Professional 101 – Workshop
Type Instructor-Led Workshop (ILW)
Objective
Upon completion of the course the student will be able to:
• State the Roles & Responsibilities of the Sales Professional
• Identify the successful sales professional’s personality profile
• State the Knowledge, Skills and Abilities of successful sales professionals
• State channel sales roles, responsibilities, knowledge, skills and abilities
• State their company’s Mission, Vision, Direction, Policies, Values and
Markets
• State their company’s products features, functions and target market
expected common operational improvement and financial impact benefits
• Identify ideal customer market segments
• Outline the customer engagement model including customer buying model
• State their territory, account and opportunity management plan
• Identify their company’s sales processes, methodologies and tools
• Demonstrate the use of sales tools including collateral, operational impact
and financial impacts
• State their inbound marketing “leads” processing responsibilities
• State their outbound marketing strategies
• State sales support, implementation and maintenance oversight and
management responsibilities
• Identify competitors/alternatives, company profile and products, relative
strengths, weaknesses, and how to disable and lay strategic mines
• State “customer experience” responsibilities the customer.
• State management reporting and problem escalation/resolution
responsibilities
• State the possibilities of strategic customer partnerships
• Outline their territory, account, opportunity and pipeline management plans
and responsibilities
• Outline their career development responsibilities and plans
Modules
1. Starting Point or Framing Questions
2. Role & Responsibilities
3. Processes, Methodologies & Tools
4. Processes, Methodologies, Tools Provided
5. Processes, Methodologies, Tools Not Provided
6. Sales Professional Task Execution
7. Resource Management, Communications, Career Development Wrap-
Up
Module 1
4 hours
Starting Point or Framing Questions
• What is your sales background and experience? 15 minutes

Prism
Business
Development
Leadership”
+
Strategic Sales
Course Outline
Page 2 of 5
• Why are you in the business of selling? 20 minutes
• Do you view sales as a profession? What value does a sales bring to the
table? 20 minutes
• What is the primary objective or mission of the sales professional? 20
minutes
• What are the roles and responsibilities of a sales professional? 90 minutes
• What are the knowledge, skills and abilities of successful sales
professionals? 30 minutes
• What is the most valuable asset of a sales professional? 15 minutes
• What is a sales channel, roles responsibilities, realities 30 minutes
• Identify customer benefits at 1st and 2nd degree level
Module 2
4 hours
Role & Responsibilities
• Know their company (mission, vision , direction, policies, values, markets
and positioning) your role to represent and communicate company
(training/personal research expectations) 20 minutes
• Know your company’s products (features and functions) your role to
represent and communicate products (training/personal research
expectations) 20 minutes
• Know your customer… you are the customer interface… know customer
needs, problem escalation, reporting and/or feedback communications …
your role to know and represent the customer. communicate customer
offer acceptance (know your customer industry situation, problems,
product adoption potential operational and financial improvement impact
and identify key decision makers, your company and product role in
improving customer situation … training/personal research expectations
110 minutes
• Identify competitors/alternatives, company profile and products, relative
strengths, weaknesses, and how to disable and lay strategic mines
• 30 minutes
• Know and manage territory, coverage and opportunities …
training/personal research expectations 60 minutes
Module 3
4 hours
Processes, Methodologies & Tools
• Engage customers where, how, when, why 10 minutes
• Perceive customer needs and company… product fit (training/personal
research expectations 45 minutes
• Verify, validate an opportunity 20 minutes

Prism
Business
Development
Leadership”
+
Strategic Sales
Course Outline
Page 3 of 5
• Educate customers to perceive their need and your company… product fit
(selling). (customer ownership and resource investment required) 60
minutes
• Customer value analysis 60 minutes
• Overcome objections funding, timing and attitude (trust) 45 minutes
Module 4
4 hours
Processes, Methodologies, Tools Provided, Execution and Management
• Sales process… innovation vs commodity… customer buying process,
“SPIN”, “Nine Block” 120 minutes
• Negotiate get give 30 minutes
• Orchestrate joint team implementation (resource management) to achieve
promised results/benefits 30 minutes
• Optimize customer experience setting expectations and delivering “Trusted
Advisor” services 60 minutes
Module 5
4 hours
Processes, Methodologies, Tools Provided, Execution and Management
• Sales process… innovation vs commodity… customer buying process,
“SPIN”, “Nine Block” 120 minutes
• Negotiate get give 30 minutes
• Orchestrate joint team implementation (resource management) to achieve
promised results/benefits 30 minutes
• Optimize customer experience setting expectations and delivering “Trusted
Advisor” services 60 minutes
Module 6
4 hours
Processes, Methodologies, and Tools Provided (versus research/discovery and
missionary work
• Value analysis 60 minutes
• Competitive analysis 60 minutes
• In-bound marketing support… suspect identification by targeted industries
and leads (industry product lists, website, social media, blogs, suspect
lists… mass media and/or customer industry research… ACH - Awareness (a
player), Consideration (a major player), and Hit (predisposition to purchase
or de-facto standard) 60 minutes
• Out-bound or outreach marketing support… territory industry suspects per
direct marketing solicitations (email templates, seminars, webinars, trade
events, campaigns, etc.) 60 minutes

Prism
Business
Development
Leadership”
+
Strategic Sales
Course Outline
Page 4 of 5
Module 7
4 hours
Sales Professional Task Execution (240 minutes)
• Territory management 60 minutes
• Account management 60 minutes
• Opportunity management 60 minutes
• Pipeline management 60 minutes
Module 8
4 hours
Resource Management, Communications, Career Development Wrap-Up
• Teaming and resource management 60 minutes
• Communication, Problem Escalation/Resolution, SFA, CRMs, and reporting
120 minutes
• Career development (60 minutes)
• Wrap-Up … meet expectations… achievements, challenges, and next steps
60 minutes
Completion
Criteria
To complete the course the student will demonstrate his/her ability to:
1. Their company’s products features, functions and target market
expected common customer operational improvement and financial
impact benefits
2. Identify their company’s sales processes, methodologies and tools
3. Develop their territory, account and opportunity management plan
4. Effective use Provided and/or Created sales tools
5. Outline their inbound marketing “leads” processing plan
6. Outline their outbound marketing strategic plan
7. Identify competitors/alternatives strategic plan
8. Outline their territory, account, opportunity and pipeline management
plans
9. Outline their career development plans
Pre-Requisites
• Be responsible for selling their company and its products
• Want to prevail in the marketplace and win business
• Want to use company resources effectively and efficiently
• Committed to optimum “Customer Experience”
Recommended
Reading
• Sales Model Development Prism Business Development
• Solution Selling by Michael T. Bosworth, McGraw-Hill
• JobScan Outside Sales Model Personality profile by Professional
DynaMetric Programs Joe Dowd of PDP/Ballantine (assessment included in this
course)
• The Solution Selling Fieldbook by Keith M Eades, James N. Touchstone
and Timothy T Sullivan McGraw-Hill (copy included with this course)

Prism
Business
Development
Leadership”
+
Strategic Sales
Course Outline
Page 5 of 5
• Proactive Selling: control the process, win the sale, by William “Skip” Miller,
Amacom Books, Copyright 2003, ISBN: 0-8144-0764-1
• Channel Sales Prism Business Development
• Sales Dr., Prism Business Development
• Market Requirements Document Prism Business Development

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