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Account Managers - Weekly

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Business Consultants - Monthly

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Business Consultants - Weekly

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Ops Administrators - Monthly

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Ops Administrators - Weekly

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Absence

Return to Work - Home Visit Policy

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Return to Work Assess - Car Drivers

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Return to Work Assess - Office Workers

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Short Absence - Return to Work

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Blackberry Training

Level 2 Blackberry Training Dec09

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Company Car Documents

Additional Drivers App

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Car Inspection Sheet

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Company Car Policy

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Driving License Application

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Company Handbook

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Customer Service

These courses focus on building the skills and processes needed to build a world class customer service culture. They cover the basics skills from telephone skills to dealing with difficult people to embedding systems for measuring customer satisfaction i.e. the Net Promoter Score

Net Promoter Score

This module introduces Net Promoter Score, defining the concept, and discussing its benefits over other measures of customer loyalty. Kano analysis is used to illustrate the different factors of satisfaction, and the methods of calculating Net Promoter Score are set out in a simple, understandable way.

Health & Safety - (Risk Assess)

Maternity Risk Assess - External Employees

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Maternity Risk Assess - Internal Employees

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Quarterly H&S Review Car Drivers

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Quarterly H&S Review Internal Staff

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New Starters Training Material

Blackberry Handsets Induction

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Blackberry Sales Training

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Mobile Marketplace Induction

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Oracle Course

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Overview of a Mobile Network

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Sales Tracker Agenda Set

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Sales Tracker Training

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TAS Wish Communications Stage 1

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Oracle

The foundation selling skills module that all sales people within the Wish Group need to go through. All other training modules on sales skills will be built on this platform that everyone has.

Oracle

Oracle course designed to give everyone a thorough understanding of the sales process in a solution selling environment

Oracle Assess

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Oracle Mapping

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Oracle Overview

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Orange

Blackberry

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Business Users Overview

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Device Manager

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e bilz

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Insurance

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Jargon Buster

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Mainline

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Mainline Orange Quiz

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Orange Brief Overview

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Tarrifs

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Sales Games for Sales Teams

Create a Company

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Handling Approaching Objections

No matter who you are, or whom you work for, you likely spend much of your sales process time overcoming objections. In fact, you probably face the same 3-5 sales objections over and over. And, because overcoming objections takes place at every step of the sales process, it is VERY important to spend time crafting effective responses to those most common objections faced. We recommend you create flash cards for each sales objection (with the objection on the front and a carefully defined response on the back). Use the following tips to guide you as you develop your own objection killing flash cards. As you do so, remember the best objection killer of all is a current customer’s voice or “case study.” It adds credibility, especially when facing the objection we all most hate—price.

Handling Objections dartboard

Give the class a fun way to practice handling objections.

Just Visiting, Thanks

This exercise focuses on time management and how sales representatives can get the most out of face to face customer visits.

Learn form the Best

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Make a Sale of New Skills Game

To help representatives decide on what skills they wish to develop during the course, improve interviewing skills, and reinforce the training following the class.

Mission Impossible Game

To foster a sharing of ideas around account penetration. This is also a great exercise to get participants to focus tightly on a single aspect of the sale.

Notice Me!

To quickly demonstrate to the sales people that we can overlook some powerful details when things get too familiar.

Objection Assassin

Questioning_I know what you need

To help sales people understand the importance of questioning and having an open dialog with their customers before making conclusions about there needs.

Questioning_The Customers Footprints

A lot can be learned about how a customer will react to your product and presentation by thinking about how they made decisions on other purchases. This exercise will help your team develop questions they can ask to dig out that information.

Scavenger Hunt

To make sales people aware of all of the sources of information they have available to them, about their prospects and customers.

Sharing war stories

Every sales representative has his or her share of “war stories.” These can be helpful if channeled correctly. This exercise will allow participants to communicate their stories and you, the sales manager, to maintain control.

Sales Management

Downloadable Sales Management training courses. The courses in this section contain material that cover every part of a sales managers role. This ranges from the hiring of sales people, the induction of sales people, the motivation and retention of sales people and the dismissal of sales people.

Basic Discipline

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Building a Service Culture

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Coaching & Effective Feedback

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Designing the Sales Force

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Induction for New Sales Starters

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Joint Sales Visits

In this module, we examine the benefits of joint sales visits. We investigate the various reasons why joint sales visits might be used, whether they should be planned, or ad-hoc, and how they can be used with top performers, as well as poor performers. We advance a framework for successful joint visits in order to extract best value whilst minimizing the inherent risks of this approach.

Motivating Sales People

If you are a Sales Manager then a key part of your management skills should be the knowledge of how to motivate your team. This module highlights the fact that sales people have different motivations and that a "one fits all" approach will not be the most effective.

Recruiting Sales People

This module looks at recruiting for sales teams, providing a solid grounding in the basics. We examine the importance of effective recruiting to the sales process, and the risk factors of appointing the wrong people. We look at the basics of creating a candidate profile, and of creating job descriptions.

Remuneration and Reward

This module is concerned with remuneration of the sales force. It looks at the balance between basic pay and commission, and how these should be affected by factors such as length of sales cycle, level of account management involvement, size and maturity of territory and type of accounts. Also covered are other components such as bonuses, holidays, health care and pensions.

Sales Meetings

This module covers running effective sales meetings. We look at the pitfalls of poorly planned meetings, and the benefits well run meetings can give. We discuss how to balance the content between communication, motivation and training, as well as ways to vary the content and keep it interesting.

Training 1 - The Role of the Trainer and the Learning Process

This module provides an overview of the place of training in the sales environment. We look at the benefits of training, the Conscious/Competent model of the learning process, and the personality types best suited to training. Finally, a model of Learning Styles is used to support examples of how to communicate to trainees with differing needs and preferences.

Sales Skills

Downloadable Sales Skills training courses within this set of sales training courses the material ranges from customer service skills, telephone based selling, face to face selling and complex/strategic selling techniques.

Assertiveness

In this introduction to assertive behaviour, we define assertiveness, and introduce tools including Transactional Analysis, Fogging, Broken Record and Consequence Assertion. We examine examples of assertive behaviour, and look at some straightforward tips and techniques to make speech and body language more assertive.

Attitude & Mindset

This module looks at the attributes that make a successful salesperson, both those which are innate, and those which can be learned. We examine the mindset which is necessary to succeed in such a high pressure environment, and learn tools and techniques to help think about clients, meetings, and targets in a positive and constructive way.

Becoming a Great Sales Person

This courses presents a structure for developing yourself into a great sales person. It looks at how you can develop a personal sales strategy, an operational/territory plan, how you can manage your time effectively and what you need to be thinking about in terms of sales skills.

Buyer Motivation

In this module, we look at how differing levels of company performance will affect propensity to buy. By comparing current performance to desired performance in a variety of scenarios, we understand what drives buyer behaviour and motivation. We then map company performance information against personal buyer motivations to get the complete picture.

Buying Desision Making Unit

For any sales person dealing with major or key accounts, this module enables you to understand who is involved in the buying decision, what their key influencers are and how you should structure your development plans. This should be taken in conjunction with the other modules within Key Account Management

Closing Skills

Sales people often take the sales process to the point where the customer is willing to buy but lack the closing techniques to get the order. Learn different types of closing techniques and how to use them.

Cold Calling

In this module, we look at the use of cold calls for appointment making. We examine the most important features of a good cold call, and an approach for writing a cold call script. We look at tips and techniques for keeping your calls positive and engaging, and for getting past gatekeepers.

Commercial Awareness

Gives you an understanding of key commercial skills to be able to sell effectively - pricing, margins, cost of sales, cashflow, break-even points etc. The objective is to ensure that all of the sales team have the same level of knowledge as a minimum and speak the same commercial language.

Communication Skills

This module focuses on the importance of communication in the sales process, and how to do it effectively. Examining listening, style of speech, choice of language, and non verbal communication, we look at simple ways of improving communication, and increasing success.

Complaint Handling

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Customer Care

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Dealing with Angry Customers

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Dealing with Difficult People

This module focuses on dealing with difficult relationships, be they internal, or with customers. Looking at differences in personality, motivation for actions, and effective strategies for dealing with difficult people, be it in one-off situations, or persistent behaviour.

Influencing Skills

This module focuses on influencing, addressing the vital importance of being able to influence your potential clients. Amongst the building blocks of effective influencing introduced are a framework to understand client personalities, examples of weak language, and influencing models like Re-framing, Personal Experience, and Logical Consequences.

Listening Skills

This module examines the importance of listening, and the skills needed to do it effectively. It looks at the statistically increasing importance of listening as responsibility increases, discusses non verbal cues which encourage people to keep talking, and advances models and tools for listening more effectively.

Making Presentations

This module looks at the creation and delivery of effective presentations. It provides some simple, pragmatic rules for making a presentation punchy, engaging, and memorable, along with excellent guidance on how to deliver the presentation in a natural and convincing fashion.

Negotiation Skills

This module introduces simple, single issue negotiations. Using practical exercises, the challenges of single issue negotiation are explored, and concepts like Best Alternative to a Negotiated Agreement, and Zone of Potential Agreement are covered. Simple negotiation tactics are then introduced, including making and reacting to opening offers, and patterns of concession.

Negotiation Skills - Advanced

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Objection Handling

This module probes objections, and provides simple, practical approaches to handling them. It touches on ways to avoid objections appearing to begin with, and then on techniques for responding to and defusing common types of objection, such as "Happy Now", "Not Interested", "Send literature", and "Direct Question".

Order, Advance or Continuation (Successful Selling)

In this module, we look at how to measure the success of a sales call. Introducing concepts including Order, Advance or Continuation, we examine what can and cannot be considered success, and also the effect of too many attempts at closing. Focusing on developing needs, and persuasion techniques, we examine what to do with a sale which has stalled.

Organisation & Time Management

In this module, we look at organisation and time management. We unpack the importance of managing limited time, and examine ways to prioritise and plan tasks, as well as breaking major projects into chunks which can be tackled in a more manageable way. We also look at effective ways of avoiding project problems and time consuming rework.

Pipeline Creation

This module covers the creation and use of a sales pipeline. We look at how a pipeline can help manage and predict revenues, and drive increased sales. Using the Suspect, Prospect, Sales Lead model, we look at how to track sales through the cycle, and examine ways of improving the process at each stage.

Proposals Writing Skills

This module looks at proposals, focusing on their purpose, and how to structure them to best effect. The difference between formal tenders and informal proposals is explored, a structure for informal proposals is provided, and some simple, practical rules for making proposals punchy, engaging and effective.

Prospecting

In this module, we look at prospecting, set it in its place in the sales process, and introduce some practical methods which can be used. Using the Suspect, Prospect, Sales Lead model, we look at identifying and prioritising your prospects, picking appropriate means of contacting them, and planning future prospecting activities for greater success.

Qualifying a sale -S.C.O.T.S.M.A.N

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Rapport Building

In this module, we define rapport in the context of sales relationships. We look at the importance of rapport building in successful selling, and explore simple ways of building rapport. We introduce rapport building concepts like mirroring, pacing and leading, and look at how to recover from a bad start in a new sales relationship.

Sales Planning and Preparation

This module focuses on preparation for all sales activity, but with particular reference to telesales. We examine the importance of preparation, and link it to ongoing success. We look both at action planning, covering the most appropriate ways to distribute tasks across the day, and preparation for particular events.

Telephone Based Selling

This module is a thorough and in-depth look at telesales. It casts telesales within the range of possible sales approaches, and introduces the concept of sales as a process. Using the Suspect, Prospect, Sales Lead methodology, this process is then applied specifically to telephone selling, and supported with specific telephone techniques, regarding getting past gatekeepers, dealing with callbacks and messages etc.

Telephone Skills - Basic

In this module, we look at the effective use of the telephone in the sales environment. Focusing on planning and timing calls, attitude, use of language, and listening skills, we cover everything needed to make the telephone a successful means of communication for both sales and customer service.

Trust Building

In this module, we look at why trust is such a valuable commodity in the sales process, and how its lack can damage the sales effort. We introduce simple steps to building trust with a new customer, and a handy tool to assess where you stand at present. We also assess what can happen when trust breaks down, and how to tackle the situation.

Sales Strategy

Downloadable Sales Strategy courses are aimed at sales leaders and managers looking to create innovative strategies to improve company performance.

Channel Management

This module introduces the concept of channel sales, and provides a framework for assessing the suitability of your project for channel selling. We look at the pros and cons of channel selling, and focus on how to make an approach to the channel with your product.

Key Account Management

This module looks at the concept of key accounts, and means of selecting customers for key account status. We define what a key account is, and look at the benefits of this approach to account management. Focus is also given to models and tools for selecting the most appropriate accounts to receive key account management.

Key Account Management - Developing Relationships

This module focuses on the management of key accounts. Starting with a brief reprise of the selecting of key accounts, the module goes on to discuss the stages of key account management, and the relationship development approaches which can move a client from a non key account management mode to, ultimately, a synergistic key account management mode.

Sales Training Strategy

In this module, we look at the creation of a training strategy for sales people. Moving through the process, we examine the linkage between corporate goals and sales objectives, and look at how to use that data to analyze training needs. From that needs analysis, we look at the creation of development plans, and the use of training, mentoring and coaching to deliver those plans. Finally, we look at measurement of success, and continuous development based on that measurement.

Sweet Spot Markets - identification of

Learn how to determine which markets are most profitable for you - looking at true cost of sale, barriers to entry, competition etc. The module will give you the tools to determine where to focus your resource to ensure the highest return.

Solution Selling

These modules are a more detailed look at the process of solution and value based selling, coming from the initial Oracle training programme

Creating Value - the buyers journey

This course looks at creating client value through understanding the buyers purchasing journey. This type of selling is ideal for those working in competitive complex sales environments where the sales person needs to help the client identify the problem, create a bespoke solution and ensure implementation runs smoothly.

Strategic Marketing

These courses present an overview of strategic marketing, in order to understand the activities that make up the strategic sales and marketing process.

Following this series of courses is ideal preparation for any senior sales or marketing leader looking to change a business’s direction.

Market Validation

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Wish Markets and Products

Training modules that give a good introduction to the key markets, products and services that Wish sell. All sales people in the Company must be fully competent in the area that they operate in.

Telecoms Overview

An introduction to Solutions product and market

Yes - Company and Products

Training modules that give a good introduction to the key markets, products and services of our principal partner, Yes Telecoms. All sales people in Wish Communications must be fully competent and knowledgeable on this important area

Yes Marketplace

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Yes Overview

An introduction to Yes Telecom including: Their market position Their key values and strengths Their partnership with Wish Communication

YES Products and Solutions

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