An organisation wishes to implement a sales training program for 500 of its sales personnnel with a view to gaining a qualification at the end of the course. They want as little classroom time as possible as they need them on the street - weekends is a possibility, so I am assuming some online work to support the classroom time and case studies/project work or similar. Any one have any ideas who could/can provide such a program? Any help much apprecitaed, regards Simon
Simon Parker
2 Responses
sales qualifications
Hi Simon,
The Chartered Institute of Marketing may be worth a look
as they do offer qualifications. I believe they can run bespoke courses, so may be able to fit with your requirements.
Qualifications in Sales
There are a number of issues here relating to time content and cost to make it a practical option. To map your programmes to qualifying criteria you will be able to get details of consultants from the ISMM or CIM who will have a list of them.
Cost/Time – There is a fair degree of cost associated to the amount of time needed to map the programmes to an awarding bodies satisfaction by a consultancy, this leads onto content.
Content – There is content that you will “need” to cover or prove you have already covered in line with any awarding bodies standards. There will no doubt be additional content that may be needed to get a qualification but may be of no use in the practical day to day aspects of a particular role. Assuming all 500 are not at the same level of role or experience there is also the specific content you need to cover.
In the end you may end up with he typical “back to basics 101 sales training” that I am, as a sales trainer, often asked to deliver but is a recipe for disaster (Oh yes another course on closing techniques, bring it on trainer!!)
There is no harm in doing your own certification and creating the content yourself. With the numbers you have providing effective online, video based learning and case studies would be in my opinion a more effective way to build a programme and spend money wisely. I have worked with a number of large sales forces who have tackled the same issues and can give you a few pointers if you want to drop me a line
Graham