Curriculum for Sales Staff (front-line, client facing):

By W. D. Cravenor

Target Area: Attitude & Motivational Orientatiion (AMO):

AMO Modules:
1. Goal & Objective Orientation – SMART
2. Opportunity Ownership–Attitudes & Abilities
3. EPIP Guidelines & Enforcement
4. EEOC Policy – Discrimination & Harassment in the Workplace

Target Area: Field Sales Planning Fundamentals (FSPF):

FSPF Modules:
1. Personal Income/Sales Performance Development Plan
2. Components of Successful Field Sales Business Plans – SMART Goals
3. Target Markets
4. Prospecting Methodologies – Resources & Utilization
5. Activity & Active Sales Funnel (ASF) Goals
6. Closing Ratio and EBITDA Forecasts
8. Business Plan Execution Guidelines
9. Product & Sales Certification – Requirements & Completions

Target Area: The Sales Cycle Defined (SSD):

SSD Modules:
1. Business Plan Review – Plan your work, work your plan
2. Prospect Planning – Daily, Weekly, Monthly
3. Cold Calling Techniques
4. The Client Qualification Process - UDM Identification & Related Parties
5. Discovery – The GSSBI Model
6. Presentation Planning & Execution Fundamentals
7. Overcoming Objections – Methods & Desired Outcomes (ACAC Model)
8. Closing – Techniques & Skills
9. Active Sales Funnel Utilization & Maintenance
10. Order Quality Management & Procedural Guidelines for Success (Booked Business)

Target Area: Building Back-Office Efficiencies (BBOE):

BBOE Modules:
1. Product Certification Training
2. Activity Tracking - Utilizing the Shipman/DEI Model
3. Funnel Metrics - The Shipman/DEI Model
4. Sales Performance Planning
5. Account Management
6. Territory Management
7. Time Management


Target Area: Career Development Planning (CDP):

CDP Modules:
1. Fundamentals of Business Communications
2. Career Plan Preparation Guidelines
3. Writing Your Career Migration Plan