PAce Corporate EducatioN

Sales Training

Accelerate Sales Acumen In Your Organization

About This Training

Are your company’s sales training efforts ad hoc at best? Bringing in the latest author, consultant, or sales training expert to your annual sales meetings to deliver a “new approach to closing more leads?” Or maybe you’re fortunate to have an in-house training resource. If either scenario is working – great! But if you, like many others, are re-evaluating your approach to sales training, you’ll want to give us a call.

Stetson University’s Centurion Sales Program began in 2017 with a goal of developing our undergraduate students to excel in a highly competitive field. This dynamic program offers a major and minor in professional sales with over 100 students enrolled in its courses each semester that graduate with a 99% placement rate with some of the most prestigious employers in the country. It is truly one of our most successful programs in the School of Business.

Our faculty with over 25 years of practical sales experience, combines an effective curriculum with hours of practice and support to develop young professionals that will go on to achieve great outcomes within sales based organizations. This same approach can be adapted to meet the specific needs of your team and elevate their effectiveness in front of your customers.

Learn about the program from our accomplished faculty in the video below.

Available Courses

Workshop Formats

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Overview

Led by faculty with over 25 years of sales experience at the executive level, elements of this four-year degree program can be adapted to meet the needs and skills gaps of any organization that depends on professional selling to reach its goals. These interactive experiential modules can be delivered at your headquarters or on our beautiful DeLand campus. We have delivered customized training through workshops lasting a few hours to a week or longer. As with any good sales presentation, we always start with a lot of listening. We have much to offer, but only if you need it. Through a quick discovery call, you’ll help us better define the class structure, learning outcomes, and the nuances of your unique situation so we can develop a plan that meets the needs of your salesforce and business goals. This preliminary conversation will answer all your questions and provide us the insights to truly make your workshop a customized experience built specifically for your company and the results you need.

Discovery process

We start with an exploratory meeting, phone or virtual call to ask a few questions and LISTEN to better understand your desired outcomes.
Once we understand what you want to accomplish, a preliminary proposal is prepared for your review. When an agreement is reached, we work closely with you and your team to finalize our approach and stated objectives.
Based on your needs and the content needed to achieve that, the appropriate faculty will be selected and a preliminary curriculum is developed.
Curriculum refinements are made and delivery methodologies are finalized and shared.
The custom program is delivered by our faculty or instructors.
After the course, we’ll work together to provide evaluation methods to measure the program’s impact and assess any need for follow-up.

trainings can be customized

Current Training Programs

Sales Effectiveness

Overview

Led by faculty with over 25 years of sales experience at the executive level

Whether your sales team is made up of seasoned professionals or just getting started, this curriculum is designed to better understand your customer and their needs and assist your salesforce to present solutions from the customer’s perspective. This foundational course is ideal for new sales professionals or polishing the skills of seasoned veterans.

Learning Objectives

Learn to better understand the market, potential competitors, and the customer’s needs
How to build likability and trust
Develop a strategy for prioritizing prospects through segmentation and targeting
Identify customer needs and problems
Presentation best practices
Dealing with objections and negotiating around them

Customer Service and Communication

Overview

Led by faculty with over 25 years of sales experience at the executive level

These workshops are geared towards your sales support staff – whether they be on the phone, virtual assistants, or face2face support staff. Because often times these individuals are advocates or directors of first impressions. Topics range from understanding where their work fits into the organization’s purpose and objectives to their role within the overall sales process. Then we move into tangible skills such as effective listening, building trust, and accountability, all geared towards providing a positive customer service experience.

Learning Objectives

Understand where the work of the support staff fits into “the big picture.”
Practice effective listening skills to get at the root of the issue
Building trust in an effort to appropriately respond with impact
Understand your personal and collective accountability and responsibility

Sales Management Development

Overview

Led by faculty with over 25 years of sales experience at the executive level

Workshops designed for current or aspiring sales managers, these modules focus on decision making, accountability, business management, and coaching and mentoring. This strategic manager-level program builds strengths in knowing yourself and your salespeople and the knowledge it takes to generate the outcomes needed.

Learning Objectives

Develop the knowledge, skills, and attitudes to become a competent manager
Make informed high-quality decisions and manage the complexity of those decisions
Address both personal and collective results through accountability and responsibility
Manage excuse-making, blaming others, and an attitude of helplessness in your team
Best practices in coaching and managing others
Effectively manage conflict
How to best drive successful execution of a sales plan within your team

Go Beyond With Stetson PaCE

Professional and Corporate Education