Develop your Strategic foundations

To drive better conversations and consistent activity

Our foundational documents, the one page sales plan and one page sales process have driven the success of hundreds of our clients.

This course walks you through the use of these documents to gain clarity around goals and how they can be achieved. You can use these to lead your team to consistent results and get an edge on your competition.

Video

Overview

  • Rationale

    In the 21st century and a global world we face both enormous competition and potential client bases. Companies have huge prospecting possibilities, but if they focus on everything, they focus on nothing. In this environment it is more important than ever to have a plan and process that provides laser like focus on both your key target markets and the activity needed to secure clients in these target markets.

  • Problem

    It's more important than ever to have a strategy and stay focused on executing it. But often plans and processes in organisations are too long and excessively complicated. Hence, they are not followed and their aims not achieved. Developing these plans is expensive and not following them even more of a cost to the business. How can businesses create strategies with enough depth to be useful, but enough elegance to be easily followed?

  • Developed by experts

    This course was developed by experts of sales leadership and development. Their methods have been at the foundation of hundreds of millions of dollars of growth in hundreds of companies. They bring up to date insights and knowledge spanning decades of strategy, leadership and sales experience.

Outcomes

While completing this course you can expect to:

  • Understand your perfect client and why they would buy from you

  • Gain clarity on the right numbers and KPI’s to grow market share

  • Develop Strategic Messaging so you can secure high-quality clients

  • Align your team’s behavioural activity for predictable results

  • Leverage a battle tested sales process, that will help you team sell in any economic conditions

Course curriculum

  • 1

    Introduction

    • Welcome!

    • Introduction Video: How to Recruit Sales Stars
  • 2

    Step 1: Profiling Your Role

    • 1. Profiling Your Role
  • 3

    Step 2: Profiling Your Ideal Candidate

    • 2. Profiling Your Ideal Candidate

  • 4

    Step 3: Assessment

    • 3a. Assessing Your Candidate (Part 1)

    • 3b. Assessing Your Candidate (Part 2)

    • 3c. Assessing Your Candidate (Part 3)
  • 5

    Step 4: Writing the Advertisement

    • 4a. Writing the Advertisement (Part 1)

    • 4b. Good Job Advertisement Example

    • 4c. Writing the Advertisement (Part 2)
  • 6

    Step 5: Sourcing

    • 5. Sourcing Your Candidate
  • 7

    Step 6: Short Listing

    • 6a. Short Listing Your Candidate (Part 1)

    • 6b. Screen Calling Template

    • 6c. Short Listing Your Candidate (Part 2)
  • 8

    Step 7: Interview Process

    • 7a. Interviewing Your Candidate (Part 1)

    • 7b. Interview Questions Template

    • 7c. Interviewing Your Candidate (Part 2)

    • 7d. Interviewing Your Candidate (Part 3)
  • 9

    Step 8: Due Diligence

    • 8a. Due Diligence

    • 8b. Reference Check Template
  • 10

    Step 9: Onboarding

    • 9a. Onboarding Your Candidate (Part 1)

    • 9b. Onboarding Your Candidate (Part 2)

    • 9c. The First 90 Days - Form

    • 9d. Customer Persona Template - Form

    • 9e. In Field Coaching Assessment - Form