Sales Training Programmes

Sales Kickstart Course

3 day Intensive Programme

Win new customers quickly

Generate new leads from scratch

Gain appointments with key decision-makers

Control the sales process from start to finish

Course Description
If you are a growing business needing to grow sales fast to make your business sustainable this 3 day programme will give you the tools and skills you need to maximise the potential of your sales team. As well as giving delegates a grounding in Value Added Selling the programme includes tools for planning the sales campaign and introduces practical lead generation tools including the extensive use of Linkedin and other more traditional prospecting techniques.
Course Objectives
  1. To introduce and agree a methodology for selling value appropriate to your business
  2. To develop the required skills and knowledge to implement the methodology effectively
  3. To provide a complete toolkit for lead generation and prospect appointment making
  4. To commit individuals to action
Format
Delivered virtually on Zoom or Teams

Available ‘in person’ if required when regulations allow

3 day intensive programme

Your investment

Your investment

 

From £597+VAT per delegate

Value Added Selling

5 day Intensive Programme

Maximise your conversion ratios

Sell on value, not on price

Develop a repeatable formula that works

Outsell your competitors

Course Description
The raison d’etre of sales is to sell the added value of its product or service relative to the competition and defend against price pressure to deliver both the sales and gross margin budgets.

Too often a myriad of excuses are used to cover the reality that the sales operation fails to adequately sell added value and either discount to win the order or records the loss as “the price was too high”.

In today’s market the adage “sell value or perish” has never been more relevant. Quantum’s under-pinning methodology is delivered via workshops and field coaching to embed the required skills.

Course Objectives
  1. To introduce and agree a methodology for selling value appropriate to your business
  2. To develop the required skills and knowledge to implement the methodology effectively
  3. To develop individual and company action plans to embed the skills
Format
Delivered virtually on Zoom or Teams

Available ‘in person’ if required when regulations allow

Part 1: 2 day ‘building blocks’ workshop introducing the fundamentals

Part 2: 2 x 1 day workshops using case studies tailored to your business and role play focussed

Part 3: 1 day Accreditation workshop testing skills and knowledge and issue of programme certificate on successful completion. Individual sessions, 1 hour duration.

Your Investment

Part 1: from £397 +VAT per delegate

Part 2: from £397 +VAT per delegate

Part 3: from £197 +VAT per delegate

All parts available as stand-alone workshops

Sales Negotiation

2 day Interactive Programme

Create ‘win-win’ scenarios

Achieve price and volume objectives

Increase long term profitability

Ensure successful long-term relationships

Course Description

How do you maximise sales negotiation to improve both conversion rates and profitability? How do you ensure negotiation is not an excuse for the inability of the sales operation to sell added value and defend price pressure in the first place?

When negotiating how do you ensure that you negotiate products/services with low cost but high customer value and not the other way around?

What’s the current impact to the bottom line performance on the business? 

Sales Negotiation should start once the sales process is completed. When you get to that stage it’s important to manage the process effectively. Quantum’s sales negotiation skills programme contains a full set of tools and develops the required soft skills to be an effective negotiator.

Course Objectives
Objectives of the programme

  1. To define the differences between negotiation and selling
  2. To raise your awareness of the negotiation process and practise the key skills
  3. To produce a personal plan of action
Format
Delivered virtually on Zoom or Teams

Available ‘in person’ if required when regulations allow

A 2 day interactive programme using a series of case studies, tools and templates including role playing to develop key skill sets

Your Investment

From £397+VAT per delegate

Managing Key Accounts       

 4-day Intensive Programme 

Lock out the competition

Cross-sell your range

Minimise the threats and maximise opportunities

Create inter-dependent relationships

Course Description

Some obvious prerequisites to delivering this are a well-honed understanding of the customer’s own business strategy; their demonstrable commitment to your business propositions; effective relationship management at each interface point; a set of mutually agreed measurable objectives across both organisations (to use the sales vernacular “a reverse bow tie relationship”.

Effective key account management brings not just top line benefits but also improved operational and manufacturing planning efficiencies and hence real improvements to both business margins and profitability.

Course Objectives
  1. To introduce and agree enhanced account planning tools for managing key customers and developing relationships with key prospects
  2. To construct tools to help the account planning and implementation process
  3. To agree the tasks to be completed in readiness for the first focus workshop
Format
Delivered virtually on Zoom or Teams

Available ‘in person’ if required when regulations allow

Part 1: 2 day ‘building blocks’ workshop introducing the fundamentals using ‘real’ specimen accounts selected in advance

Part 2: 2 x 1 day focus workshops scrutinising and developing specimen key account plans and tracking real progress and results

Your investment

Part 1: from £397 +VAT per delegate

Part 2: from £397 +VAT per delegate

Sales Leadership  

 5 day Intensive Programme 

Be confident about managing future results

Create a highly productive sales team

Improve your sales forecasting

Maximise the potential of your team members

Course Description
Beyond the immediate sales plan, what’s the sales vision for the business; what are the gaps to delivering it, and how are those gaps being bridged? What are the internal barriers to growth from within the existing sales operation and what are you doing about them from a leadership and motivational context?

Sales management is one thing but sales leaders also need to inspire and lead their teams to fulfil their potential and maximise sales productivity. Quantum develop sales leaders using our proven framework for field coaching and team development.

Our Sales Management Framework links market information and sales strategy with sales targets, sales activity management and personal development. The framework is supported by a tailored set of tools and processes based on proven Quantum methodologies for planning the quantity, direction and quality of sales activity, based on the key ratios needed to achieve future sales results. Central to this are Personal Sales Plans (PSPs) – detailing targets, activity and personal development focused on individuals to maximise personal sales performance, job satisfaction and career prospects. Quantum provide support by helping to construct the required tools to implement a PSP regimen. We also include modules for helping Sales Managers to coach sales people effectively and to set motivational and SMART sales targets

Course Objectives
  1. To introduce and agree a framework and a set of sales leadership tools for maximising sales effectiveness and managing future sales results
  2. To develop the required management skills and knowledge to effectively coach and motivate team members
  3. To commit individuals to action
Format
Delivered virtually on Zoom or Teams

Available ‘in person’ if required when regulations allow

Part 1: Sales Management Framework. 2 days

Part 2: Sales Leadership and Coaching. 2 days

Part 3: Building and Managing Personal Sales Plans. 1 day

Your Investment

Your investment

 

Part 1: from £397+VAT per delegate

Part 2: from £397+VAT per delegate

Part 3: from £197+VAT per delegate

All parts available as stand-alone workshops

Lets Talk

Book a no-obligation exploratory phone call and find out more about how Quantum can help to improve your company’s sales performance and achieve your growth targets!

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Quantum’s pedigree is built on its 30  years proven track record in delivering market leading, results focused improvement across all areas of the sales cycle.
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We ensure measurable ROI

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We have a robust and determined approach proven over 23 years

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World Class Training Team

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We rapidly adapt to your business environment and market conditions

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We are change agents and not ‘take it or leave it’ sales trainers.

I estimate that for every £80k we invest with Quantum, we get an extra £20m in return!”

Paul Wait General Manager of Sales UK and Global AccountsVirgin Atlantic.

Our conversion ratios increased by 7.5% in 8 weeks, we experienced much shorter lead times, higher average order values and personally felt far more in control of each sales situation.

Andrew Heath Sales Director

Quantum Certification

Online Learning

Over 30 years experience