THE ESI
PROGRAMME.

• Identify what is required to improve sales performance and recognise the factors that will do so. You will explore the fundamentals of what it means to be a high-performing entrepreneurial salesperson.

• Develops skills including business acumen, time management and results-focus.

‘The way of my selling is different and focused on my goals. My confidence is boosted. I think I could manage my pipeline better than ever. The target will never be scary anymore’

• Evaluate and validate your understanding of your business and how this can drive higher performance. Be aware of your personal credibility and why it matters and learn how to collaborate with others to achieve better sales results.

• Develops skills including collaboration, relationship management and prospecting.

‘I was able to qualify leads quicker allowing me to focus on leads with better potential. I will have better conversations as a result of this – and a higher conversion rate.’

• Develop your understanding of your customer’s motivations and buying cycle and whether and when they are likely to do a deal with you. Plan and develop a unique questioning strategy that will increase the ability to close deals on time.

• Develops skills including problem-solving, adaptability, questioning and listening.

‘Active listening takes time but I can think of two deals I am working right now where I can see the difference in progress based on the amount of time I have personally spent engaged.’

• Drive collaboration and partnership with your prospect that test, validate and align everyone’s expectations of the likelihood, size and timing of a deal.

• Develops skills including business acumen, communication, creativity and forecasting.

‘I put ESI into action this afternoon and have precise language, their why, dates with a quick timeline. Thank you!’

• Understand the much overlooked importance of time in Entrepreneurial Sales and how to manage the impact of time on closing deals. Learn how to work efficiently and to weed out ‘distractor’ tasks that do not contribute to you reaching your target.

• Develops skills including time management, discipline and confidence.

‘I have grown in confidence. I get easily distracted so I am learning to stick by my schedule. I am more focused and organised so I know when a deal will close.’

• Understand what high performance selling really means and implement a results-focused approach to everything you do. Develop an appreciation for the totality of value that the salesperson delivers for the business and position yourself to do so.

• Develops skills including drive, self-motivation, risk management and results-orientation.

‘…Gave me more confidence and motivation to achieve not only the minimum target but to sell more.’

• Understand what a great attitude means in Entrepreneurial Sales and why it is important. Develop an honest and delusion=free relationship with yourself. Become persistent, overcome adversity and stay motivated and resilient.

• Develop skills including competitiveness, credibility and resilience.

‘I became intentional…more fearless in driving interaction. I also learned to let go of self-doubt. I am not a nuisance. I am a valuable partner.’

• Develop an understanding of what being professional and responsive means in an Entrepreneurial sales environment. Position yourself to constantly develop and hone a range of skills and talents necessary for consistent high-performance.

• Develops skills including professionalism, leadership, integrity & trust.

‘Although I have been in sales for over a decade, ESI has challenged me to think differently by focusing on those little things that can make a difference.’