“Comprehensive Sales Competency Curriculum”

to move sales professionals “From Novice to Master”. It is a progressive framework for continuous development and measurable success.

The curriculum is structured into five levels:

• Level 1: The Novice
  • Focus: Building foundational knowledge and establishing a solid understanding of sales fundamentals and product knowledge.
  • Key Topics: What is Sales? (Helping vs. Pushing), Professional Ethics & Attitude, and Understanding the Product/Service.
• Level 2: The Learner
  • Focus: Applying basic sales techniques and introducing practical steps of the sales process and essential communication skills.
  • Key Topics: The Sales Cycle Overview, Effective Communication Skills, and Basic Prospecting & Lead Qualification.
• Level 3: The Competent
  • Focus: Independent deal management and developing the ability to independently manage and close standard deals using a consultative sales approach.
  • Key Topics: The Art of Discovery, Tailoring the Pitch, and Handling Common Objections.
  • Expected Output: Confidently closing standard deals without supervision.
• Level 4: The Advanced
  • Focus: Mastering complex scenarios, advanced negotiation, client psychology, and high-value account retention, preparing individuals for leadership roles.
  • Key Topics: Advanced Negotiation Strategies, Psychology of Persuasion & Influence, Closing Complex/High-Ticket Deals, and Relationship Building & Retention.
• Level 5: The Expert
  • Focus: Driving strategic growththrough strategic account management, sales forecasting, and market analysis.
  • Key Topics: Strategic Account Management (SAM), Sales Forecasting & Pipeline Analysis, Market Analysis & Competitor Strategy, and Thought Leadership in Sales.

Investing in sales competency is crucial for sustained business success and competitive advantage, leading to:

• Increased Revenue
• Improved Client Retention
• Enhanced Brand Reputation
• Optimised Sales Process