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Sales Boot Camp - Sales Training Program

The Gaski Performance Group and Seneca College, Faculty of Continuing Education and Training recognize the challenge that many organizations face when it comes to developing and retaining top performing salespeople. This Sales Boot Camp program is designed to help your salespeople be their best. It is available as an on-site full day, part-time Lunch 'N' Learn, or as an off-site workshop. In addition, an evening "Professional Sales Certificate" program is also available at Seneca College.

The Sales Boot Camp program is a fast, effective and affordable way to develop the skill of new and intermediate salespeople. This workshop is offered over three months to allow the participants to practice, refine and fine-tune the skills they have learned.

The Sales Boot Camp program includes three (3) individual modules:
Module 1: Prospecting for New Business
Module 2: Call Planning and Account Management
Module 3: Time Management and Territory Management

Click here to register for any of these Modules.

Program Descriptions

Module 1: Prospecting for New Business

Typically decision-makers hang-up within 15 seconds of a cold-call. No matter how good a sales person is in a face-to-face situation, if they don't get the opportunity they can't win the business! This Prospecting for New Business program covers the critical elements of getting new clients. The single biggest fear for most sales representatives is to prospect for new business, yet every successful sales professional knows the importance of this for their success.  This program is designed specifically to address the challenges that sales people face, including: how to overcome the natural resistance to making new calls, strategies to make calls more effective, deciding which clients to pursue, methods to monitor and track individual prospecting performance, and how to plan a call in advance to maximize the effectiveness during prospecting.  By understanding the fundamentals of Prospecting for New Business, your sales people will be able to increase their sales success. 

• Topics covered in this workshop include:
  
  • Prospecting core fundamentals and the prospecting funnel,
  • Analyzing prospect opportunity potential,
  • Strategies to penetrate new accounts through direct and indirect prospecting,
  • New account penetration strategies,
  • Getting past the “gatekeeper(s)”,
  • Overcoming the resistance to making cold-calls.
    
• Learning outcomes for this workshop include:
  • Increasing sales funnel activity,
  • Increasing the number of qualified appointments,
    
  • Becoming more successful in prospecting activities,
  • Shortening the sales cycle through value-focused prospecting,
    
  • Targeting the clients that present the greatest opportunity.
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Module 2: Call Planning and Account Management

Prospecting is only the first step towards sales success. The impression you make during the first contact or first meeting is the key to building a rewarding and lasting business relationship with a client. This Call Planning and Account Management program covers the essential elements of planning for and building lasting business relationships. This workshop covers everything from planning the first contact, to the first meeting, and planning the overall account management strategy that builds the long-term professional relationship. This program also explores how to overcome the most common sales objections that salespeople face daily.  

• Topics covered in this workshop include:
  • First contact and meeting strategies,
  • Building compelling opening messages to capture immediate interest,
  • Creating powerful messages that differentiate your value proposition,
  • Handling objections,
  • Account management strategies,
  • Consultative sales cycle.
    
• Learning outcomes for this workshop include:
  • Building long-term client relationships,
  • Becoming more effective in sales calls,
  • Minimizing the impact of competitive sales people,
  • Minimizing the impact of objections,
  • Increasing sales from client opportunities.
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Module 3: Time Management and Territory Management

Poor sales territory management leads to lost or missed opportunities.  The outcome is lower than expected sales results. Salespeople are often pulled in many directions at the same time.  One of the biggest obstacles to their success is in knowing how to manage their territory (which accounts deserve the most attention) and their time (how to use their time effectively). The goal of this fast-paced program is to enable your sales team in set the right priorities and to act accordingly in order to maximize sales results and personal efficiency.

• Topics covered in this workshop include:
  
  • Managing your territory (assigning account priorities according to opportunity and probability of success),
  • Sales goal-setting strategies,
  • Time management tools and techniques,
  • Targeting priority account strategies,
  • Managing information, organizing paperwork and improving communication.
    
• Learning outcomes for this workshop include:
  • Planning and organizing the sales day,
    
  • Developing strategies to target and penetrate prime prospect accounts,
    
  • Identifying top priority goals and the activities required for achieving them,
    
  • Setting goals and priorities to maximize selling effectiveness,
    
  • Minimizing distractions that cause procrastination.
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