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sales training course

THE ESI
PROGRAMME.

The Skills and Confidence to Succeed.

ESI’s Entrepreneurial Sales Programme provides an immersive certified sales training course that develops the sales skills that employers are looking for today – online and applied on the job in real time.

All learning and support are delivered online via ESI’s Growth+ Learning-as-a-Service platform. ESI users get a 12-month subscription to the Programme – enabling a truly self-paced journey through up to 200 notional hours of certified sales training.

ESI learners become fully equipped with a suite of complex sales and entrepreneurial skills that drive higher business performance including Discipline, Drive, Resilience, Problem Solving, Relationship Management and a whole lot more.

Our graduates tell us that these skills make them materially better at prospecting, forecasting, negotiating and, most importantly, closing. In short, ESI gives people worldwide the commercial skills and confidence to succeed and reach their full potential.

Overview

Innovative and Relevant: ESI develops the skills employers demand.

The ESI Programme is based on a new, innovative curriculum that is relevant to sales professionals and their employers. We have curated the most in-demand skills into a Programme that spans over 200 notional hours of learning and skills development across 18 curriculum topics grouped into 8 discrete units.

This development of complex skills takes place over time and on-the-job leading to proven business outcomes like:

  • How to keep sales results central to all activities.
  • How to successfully collaborate with key stakeholders to drive results.
  • Being better prepared to manage the entire sales process.
  • Being better prepared to drive the prospect to a close on time.
  • Having acute awareness of the buyer’s motivations to shorten the sales cycle.
  • Learning how to creatively solve problems and mitigate risk.
  • Developing enhanced resilience and self-motivation via continuous personal development.
  • Adopting an entrepreneurial mindset and driving consistency in behaviours.
  • Professionalising Sales Today: by establishing a new global sales certification standard.
Structure

Sales Training – but NOT as you know it!

The ESI Programme is unlike any sales training course you have seen before. The immersive experience includes core online instructional multimedia materials; an experimental mode where participants can reflect & test the concepts they have learned in their own working context; and a wide range of devices & exercises to drive real time on-the-job application of what they have learned.

There is no rigid timetable or inflexible lecture schedule. The ESI Programme is always-on and waiting for our learners – wherever they are and whenever they like. All supported by our world-class Customer Success team who will design, manage, drive and support each personalised learning journey as it happens.

Certification

Setting a new Global Standard in Professional Sales!

The ESI online sales training course establishes a new global certification standard for sales today. For the first time, ESI enables Sales to be recognised as a Profession – not just a job. This Sales Training Programme is credit-rated by Glasgow Caledonian University which is a specialist in work-based learning programmes. ESI offers a number of certification options – including our flagship Professional Diploma that is mapped to the European Qualifications Framework. All of ESI’s stackable credentials validate and develop certified sales skills skills for employers & employees alike.

Programme Outline

We have curated the most in-demand skills into a programme that spans over 200 notional hours of learning

and skills development across 18 curriculum topics grouped into 8 discrete units as follows

The Fundamentals

The Fundamentals

  • 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’

Business Understanding

Business Understanding

  • 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.’

Your Customer

Your Customer

  • 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.’

Customer Relationships

Customer Relationships

  • 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!’

Time & Efficiency

Time & Efficiency

  • 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.’

Results

Results

  • 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.’

Your Attitude

Your Attitude

  • 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.’

High Performance

High Performance

  • 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.’

 ESI graduates say the ESI programme has changed their world:

“Thank you ESI – I hit bonus again. This is my new normal – living in the top 10% of my sales team.” 

“Thank you ESI for this incredible experience. If you think you know enough about sales, you should definitely try this.’’

“ESI has been a unique course that really resonated with my day-to-day and broader experience to date.” 

Our customers, partners and learners consistently tell us that the ground-breaking ESI programme is truly unique.

This is Sales 4.0 – training and certification like you have never seen before. And, above all, ESI works! Help your team develop the skills they need to reach their potential and accelerate their growth. Contact us today.

Contact us now to find out more