Sales Training for Enterprise Salespeople
Level-up the capabilities of your growing sales team to exceed their goals, your goals, and your CEO’s goals.
QCSS Sales Mastery will give your sales team the skills to foster trusted relationships with prospects and clients, positioning them to win the best opportunities in your market.
Sales is a skill that anyone, who will work for it, can learn and master
With the ongoing training they provide, Sales Mastery plays a key role in all our results. I truly appreciate their passion for helping our salespeople learn how to build trust with our customers.
Len Katz
Senior Leadership Team
Wausau Homes
Buyers' perceptions of skills salespeople possess*
26%
of buyers consider salespeople skilled at leading a thorough discovery session
34%
of buyers think salespeople can help them solve their biggest challenges
16%
of buyers are confident their sales people are adept at making a case for ROI
The good news is a dedicated sales exec can learn the sales skills to excel in each of these areas
* According to recent studies. Contact Sales Mastery to discuss.
QCSS Sales Mastery
Sales training designed for high client trust
Client trust is the single most important contributor to sales success. No trust, no deal. The best salespeople show up prepared. They demonstrate authentic interest. The questions they ask make the client think.
These are among the trust building skills your sales team will develop in Sales Mastery.
Clients will not be sold to, period
But clients will buy solutions to accomplish their personal and company goals. And they will buy from someone they trust. A rep who is professional, credible, and expands their thinking.
The Buyer Decision Model™
Clients face a ton of complexity making a buy decision. The best salespeople know how to make that easier and support clients on the journey. Clients reward them with their trust.
Client Trust and Relationship
Clients can tell if you are in it for the long haul or a quick sale. A salesperson signals this in how they act, what they ask, and what they do. Prepare. Ask insightful questions. Follow-up.
Understanding Your Client
Every client is different. Understanding and appealing to your client's personality and communication style create cognitive resonance that leads to trust.
What makes Sales Mastery work?
It's the structure of Sales Mastery around People, Process and Tools that makes Sales Mastery relatable and successful.
Sales Mastery is not just about training. Anyone can get training online. Your salespeople need development and that takes support. Support is the cornerstone of the Sales Mastery program. It's so important that we list it ahead of the courses.
When we support salespeople, we also support the sales leader. We lock into and reinforce your strategy and objectives. Let's face it. You're busy running the sales team and there's a million things your people need to know. That's where we come in.
QCSS Sales Mastery works because it is structured around three drivers of sales success. First is PEOPLE: both peers who encourage each other and the sales coaches. Second is PROCESS: it follows a proven process to form success habits. Third are the TOOLS: sales tools for real-life application of the Sales Mastery process.
PEOPLE
The best adult learning is done in groups. It's active and engaging. Variety stimulates one's thinking. Working with peers and a coach within a sales framework, you'll find the things that work best for you.
Peer Cohort
Sales dev in groups pays off. It's active and stimulating, learning from the coach and from each other. Cohorts allow for practice partners during and in between classes where most of the skill development happens.
Sales Coaching
Everybody needs a coach. Serious skill development happens when the salesperson has regular check-ins with a coach who has no purpose other than to help the salesperson development and grow.
PROCESS
The Sales Mastery process is based on the Buyer Decision Process™, a centerpiece of DePaul University's Center for Sales Leadership and used by leading B2B sales organizations.
Three Sales Training Stages
Sales Mastery lays down a Foundation For Success of core sales tools. In Serving Your Client you'll learn and practice the keys to earning trust. Attaining Mastery covers challenges that lead to sales excellence.
Sales Level-up
This is personal. Leveling-up is a commitment to learn, practice, apply, and repeat the skills you need to win! Leveling-up starts with a high-performance mental state. Positive. Disciplined. Committed. Every day.
TOOLS
Tools help any professional put knowledge and process into practical application. In the Sales Mastery program, we incorporate tools throughout to help accelerate your application of new sales skills.
Sales Tools
Sales Mastery will merge your tools into the development process. You won't be a great chef if you can't manage salt, fat, acid, and heat. Same thing with sales. Email tools. CRM's. Processes. Activity tracking. And more.
Sales Training Playbook
Great salespeople have routine. Their process is internalized. They know what to do and when to do it. That all starts with a Playbook. A wealth of information on sales best practices from old school to AI.
The Power of Sales Mastery
The power behind Sales Mastery is in our methodology to build trust. The program is highly engaging with most of the program involving your sales team members working with in groups with peers or coaches. This is the most effective environment for sales skill development. Plenty of opportunity for learning, making mistakes, coaching, and getting better.
Your Custom Sales Training Plan
Customized sales training plan for Enterprise Sales Teams
QCSS Sales Mastery involves three sales training stages. They build off each other starting with the core functional skills, then moving into the high-touch skills that will enable you to win with your client. The final track covers the more challenging skills that you need for sales excellence! Beginning with our standard offer, we work with sales leaders to customize the training specifically for their sales teams.
This is what QCSS calls Sales Mastery!
FOUNDATION FOR SUCCESS
Start at the beginning. Set a strong baseline for sales skills development. Foundation for Success helps you develop a go-to-market plan to achieve your sales goals. You will learn and practice processes and tools for sales excellence. Here, you begin to develop your everyday sales routine that will be the always-on engine of your success.
Foundation for Success Curriculum
High-performance Mental State
DiSC Human Behavior Styles
Relevant Client Messages
Human Perceptions & Reactions
SERVING YOUR CLIENT
Sales is about your client. Serving. Advising. Challenging. Clients respond positively to an authentic approach that is in their best interest. In Serving Your Client, you'll learn to attract prospects, then guide them through the Buyer Decision Model™. You will build credibility as you lead discussions toward best fit solutions to your clients' needs.
Serving Your Client Curriculum
How Prospects Buy
Why Prospects Buy
Conducting Discovery Conversations
Socratic Questioning
Value-based Proposals / ROI
Closing the Complex Sale
ATTAINING MASTERY
The last steps in earning your client's business confirms the details in the exchange of value with your client. Attaining Mastery covers these important steps to help you avoid common pitfalls and succeed in gaining a signed contract.
Attaining Mastery Curriculum
Sales Negotiations
Creating Loyal Customer Evangelists
Establishing Yourself as a Trusted Asset
Sales training cohorts meet every other week for two hours. Covering 22 high-value sales training topics, the program spans about 48 weeks, allowing for holidays. One-on-one coaching is by-appointment, scheduled at the convenience of the student and the coach.