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Sales Management Masterclass (In-house)

LEORON Professional Development Institute
Course summary
3 days
3,290 USD excl. VAT
Next available date: Enquire for details - Worldwide
Corporate Training for Teams

Course Description

Sales Management Masterclass (In-house)

The Quota® System provides tools/training that cover every aspect of sales development from: sales management coaching; sales conference delivery; reinforcement and follow-up; CRM tracking of sales metrics; and sales training. Quota® has combined a unique blend of over 30 years of research; practical experience and academic instruction to create an outstanding learning experience that, simply put, produces results!

Suitability - Who should attend?

The course is suitable for sales personnel, account managers, sales managers.

Outcome / Qualification etc.

Upon successful completion of this course, candidates will receive a Certificate of course completition by the CPSA Sales Institute.

Training Course Content

Partnership Selling:

  • The Evolution of Selling
    The Sales Cycle
  • Key Events of the Sales Cycle
  • Securing a Next Key Event
  • Portfolio Management
    Stage 1 - Prospecting
  • Building a daily prospecting plan
  • Introductory Script

Stage 1 - Prospecting

  • Getting Through ‘Gate Keepers’
  • Leaving Messages
  • Handling Prospecting Obstacles
    Stage 2 - Qualifying:
  • Identifying High-Potential Prospects
  • Sales Funnels
  • B.P.O.U.T. Steps to Qualifying
  • Writing Direct Mail
  • Writing Target Letters

Stage 3 - The Initial Meeting:

  • Business development practices
  • Meeting your client
  • Confidence Builders
  • Confidence Breakers
  • 6 Steps to a Professional Greeting
  • Individual Motivators
  • Organization Motivators

Stage 4 – Needs Analysis:

  • Sales Communication Skills
  • Features & Benefits
  • Probing Techniques
  • How to conduct a needs analysis
    Stage 5 – Product/Service Demo:
  • How to prepare a presentation
  • The importance of Committee
  • Interviewing before presenting
  • I.B.O.A.T. presentation format
  • Preparing a presentation agenda




Sales Management Overview


  • Field Coaching Competencies
  • Field Coaching Models
  • Coach Communication Skills
  • Coaching Delivery Process
  • Managing Different Personalities
  • Coach Reinforcement & Follow Up


  • Conducting Memorable Sales
  • Sales Meeting Ground Rules
  • Tips & Techniques
  • 5-Step Sales Meeting Structure
  • Follow Up memo/email
  • How to add ‘Sizzle’!
  • Sales Meeting Preparation Form
  • Q’ube™ sales meeting game


  • Sales Performance Tracking (CRM)
  • Review CRM tool
  • Implementation Rules
  • Inputs vs. Outputs
  • Frontlog Management
  • SCAR Analysis
  • Tracking Levels
  • Team Forecasting

For the complete course outline, please send an enquiry.


Full payment is required prior to the commencement of the course, upon receiving the invoice.

In-house training - a cost effective solution for your team

LEORON can also deliver this course on an in-house basis, helping meet your company's specific training needs. Their customised training solutions are available worldwide and can be delivered at your offices or at conveniently located training facilities.

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The Partners for Quality Award recognizes an Employer providing support to an individual where there was a significant benefit to the Division or Society. LEORON institute was granted the prestigious award for their continued promotion of Organizational Excellence through training courses that are directly related to quality improvement techniques and methodologies they provide while promoting the values and mission of ASQ Quality Management Division.


Provider: LEORON Professional Development Institute


Built upon the strong experience in the manufacturing sector, which its founders developed in Sweden during the 90’s global expansion, LEORON evolved into the dominant training institute that offers a comprehensive set of training and development solutions. All across the...

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