Sales Training

A Professional Salesperson is one of the most challenging and rewarding career choices available in today’s competitive business environment. Getting there requires both critical knowledge as well as practical Skills. We have distilled more than 25 years of real world experience into our popular Two-Day Professional Sales Training courses.

 


 

Register for a LerenGroup Training Event


The LerenGroup holds live 2-day training seminars at various locations across the US on select dates. To view our schedule of upcoming events and register online, click here.

 


 

LIVE TRAINING COURSES

  • The Professional Practice of Sales (PPS)
This is our flagship live training course for Business Development (Outside Sales) professionals. The course includes two days of intense and practical training based on our innovative and effective model of Sales Optimization, focusing on both the Quantitative and Qualitative dimensions of the Sales Process.

COURSE OBJECTIVE: You will learn fundamental concepts and practices that will differentiate you as a Sales Professional. You will learn how to add value to your prospect long before you sell anything. You will learn why the secret to selling is to STOP SELLING!

WHO SHOULD ATTEND? This course is designed for both experienced and novice salespeople in the role of business development. We also encourage principals and management team members to attend in order to understand the core role of business development in the sales strategy of the organization.

  • Advanced Sales Practice (ASP)
This course builds on the fundamentals learned in the PPS course. The two day course is highly interactive and includes extensive role play, case studies, and individual coaching. Each attendee is required to prepare and present a real life opportunity for the group to work on together. Seating is strictly limited to no more than 12 participants.

COURSE OBJECTIVE: You will learn how to engage your prospect in meaningful and actionable assessment of their business needs. You will learn how to develop your personal playbook; identifying patterns of business need and the solution map for those needs. You will learn advanced methods for leveraging the Call Plan in your sales practice. You will learn how to allow the prospect to drive the close.

WHO SHOULD ATTEND? This course is designed for salespeople who have had at least six months of experience in selling solutions. The course is also valuable for principals who function as the “rain maker” in closing opportunities.

  • Professional Account Management (PAM)
This course is designed to transform the Account Manager (Inside Sales) role into a true sales professional. The Account Manager is responsible for harvesting opportunities with existing clients, as well as growing the business relationship. This two day course includes extensive training in the concepts and practices that will enable the Account Manager to consistently engage the client in growing the scope of delivered solutions and increasing customer satisfaction.

COURSE OBJECTIVE: You will learn how to connect with your client and help them identify opportunities to improve their business outcomes. You will learn how to help your client assess their business needs and create a roadmap for improving business outcomes. You will learn how to manage your scarce time to optimize your client impact.

WHO SHOULD ATTEND? This course is designed for experienced or novice Account Managers. The course is also valuable for principals and Service Managers as a way to understand the interface of Business Relationship Management and service delivery.

  • Advanced Account Management (AAM)
This intensive, two day course builds on the basics of the PAM course. The course is highly interactive and includes extensive role play, case studies, and individual coaching. Each attendee is required to prepare and present a detailed timeline of a typical week for the group to work on together. Seating is strictly limited to no more than 12 participants.

COURSE OBJECTIVE: You will learn how core concepts and skills for assessing business needs and delivering value in helping your client prioritize those needs. You will learn how to deliver high value insight and knowledge to your clients. You will learn how to manage your portfolio of clients to optimize downstream value.

WHO SHOULD ATTEND? This course is designed for Account Managers who have had at least six months of experience in managing clients.

  • Professional Sales Management (PSM)
It is very often the case that an organization has promoted a successful salesperson to the role of Sales Manager. This person will typically retain a direct sales role with key accounts. This two day course is designed to enable the selling Sales Manager to effectively lead the sales team as a coach, a mentor, and a manager.

COURSE OBJECTIVE: You will learn how to assess core data in the sales process and take empirically based action on the data. You will learn how to run an efficient and effective sales meeting. You will learn the fundamentals of coaching and motivating your sales team. You learn how to address challenges with underperforming and over performing salespeople on your team. You will learn how to recruit and retain highly effective salespeople to your team.

WHO SHOULD ATTEND? This course is designed for experienced or novice Sales Managers. We also encourage principals and management team members to attend in order to understand the core role of Sales Management in the sales strategy of the organization and set reasonable and appropriate performance expectations.

  • Advanced Sales Management (ASM)
This very intensive, two day course builds on the basics of the PSM course. The course is highly interactive and includes extensive role play, case studies, and individual coaching. Each attendee is required to prepare a profile of their sales team and their sales plan for the group to work on together. Seating is strictly limited to no more than 12 participants.

COURSE OBJECTIVE: You will learn how to prepare and present meaningful and accurate sales forecasts. You will learn how to deliver actionable reporting to your management team. You will learn techniques for conflict resolution and team building. You will learn advanced methods for effective coaching and leadership. You will learn how to manage your team based on sales process data. You will learn how to balance your sales and management deliverables. You will learn how to identify and cultivate high performance salespeople, and also how to recognize and terminate salespeople who are not a fit for your team.

WHO SHOULD ATTEND? This course is designed for Sales Managers who have had at least six months of experience in managing clients. We also encourage principals to attend when they have the role of sales manager in their organization.

 

Each of these two day courses includes:

  • Refreshments and Lunch both days.
  • Access to tools and methods discussed in the course.
  • A comprehensive Workbook with additional reading and other resources.
  • Homework assignments prior to and following the course.
  • Individualized Assessment following the course.
  • A follow up call to review progress and application of the course content.
  • Discounts on additional training resources.

 

 


 

View our schedule of upcoming events and register online.