Personalized E-learning
Sales professionals need to be constantly learning and growing in order to be successful. That's why BCI's FuelPacks are such a valuable tool. They provide self-contained content for each competency measured in our salesperson and sales leader assessment. The benefits of FuelPacks are clear - they allow you to improve your skills more quickly and easily than ever before!
Salesperson Excellence Series
Hunting
Hunting is a critical skill for any seller responsible for generating new business. Whether hunting for new accounts or hunting within an account, hunting provides a steady flow of top-of-the-funnel accounts into the pipeline. Unfortunately, only 41% of all sellers are strong in the Hunting competency. This module helps a seller improve their ability to prospect for new business. It addresses 12 hunting attributes including making cold calls, limiting beliefs about cold calling, reaching decision-makers, and filling their pipeline.
Learning outcomes include:
This series includes:
The average time it takes to complete this module is 25 minutes
For more information about the Hunting competency, read this blog post: Are You a Hunter or a Farmer?
Reaching Decision-Makers
Reaching decision-makers is an essential skill for anyone who wants to be successful in today's economy. Sellers who can successfully reach decision-makers have a 341% improved chance of closing business according to the data. And when the marketplace enters a recession and spending freezes begin to occur, there is only one person that can release those frozen funds - the decision-maker.
This module focuses on building your relationships with decision makers. Here, you will explore strategies to identify and develop a multi-modal contact cadence to connect with the decision makers. You will also learn to create relationships with the gatekeepers to reach the decision makers. It will help you prioritize the customers and their outcomes by actively seeking out challenges you can help them solve.
Learning outcomes include:
This series includes:
The average time it takes to complete this module is 25 minutes
For more information about the Getting to Decision-Makers competency, read this blog post: The “Reaching Decision-Makers” Competency and The Gatekeeper
Relationship Building
The ability to build relationships quickly is key to a salesperson's ability to sell consultatively successfully. And it is that consultative selling ability that allows the salesperson to ask those tough, penetrating questions that allow him or her to find those compelling reasons why a prospect will buy from your company.
This module focuses on building relationships with customers and understanding customers' mindsets. Here, you will get to know a 360 Customer view that will help you prepare and present customized solutions. It will help you understand customers' behavioral styles to anticipate better how to craft a successful relationship with your customers.
Learning outcomes include:
This module includes:
The average time it takes to complete this module is 25 minutes
For more information about the Relationship Building competency, read this blog post: The Relationship Building Competency and Selling Consultatively
Consultative Selling
As a salesperson, it is essential that you take a consultative approach to selling so that you can effectively uncover the needs and wants of your customers. Of the top 10% of sellers, 64% possess this ability. Of the bottom 10%, only 22% possess this skill. A consultative approach means approaching each customer's relationship with an open mind, asking increasingly penetrating questions to better understand their needs, and then offering solutions based on their unique situation. This requires building trust with your customers through active listening, attentiveness, and empathy.
This module creates an outline to help managers understand to what degree a salesperson takes a consultative approach to selling. Throughout this series, you will come across various models to uncover customer needs and prepare yourself prior to a discovery conversation, which will help you gain customers' trust and be their trusted advisor.
Learning outcomes include:
This series includes:
The average time it takes to complete this module is 25 minutes
For more information about the Consultative Selling competency, read this blog post: What’s the Difference Between Transactional and Consultative Selling?
Selling Value
Selling value in tough economic times is going to be a key differentiator between you and your competitors. Of the top 10% of all salespeople, 80% possess this skill. Conversely, only 39% of the bottom 10% of salespeople know how to sell value.
This series creates an outline for enhancing your ability to sell value throughout the sales process and become a trusted advisor to your customers. Throughout this program, you will come across various methods to sell value-based solutions to your customer during various milestones of the sales process.
Learning outcomes include:
This series includes:
The average time it takes to complete this module is 25 minutes
For more information about the Selling Value competency, read this article: BCI Insights: How Do You Sell Value in a Recession?
Qualifying
Qualifying is a key component for focusing sales efforts and gaining more wins. Over 79% of the top 10% of sales performers have this skill, while only 26% of the bottom 10% of performers possess this ability.
This series will help you have a tremendous impact on the accuracy of your pipeline and forecast. Through this competency, you will be able to focus on prospects that are fit for your products and services, empowering you to be more productive, efficient, and successful.
Learning outcomes include:
This series includes:
The average time it takes to complete this module is 25 minutes
For more information about the Qualifying competency, read this blog post: The Qualifying Competency – Uncovering Client Budgets
Presentation Approach
Effective presentations are 38% about a seller's voice, 55% about the seller's non-verbal communication, and only 7% about their content. However, this competency isn't only about a seller's presentation skills - which are very important - it's also about how effective a salesperson is at identifying who they're presenting to, and when they should make that presentation, to leverage the power of that presentation.
This competency will help identify if you are presenting solutions at the right time, to the right people, and for the right reasons. It will demonstrate how your presentation approach should be less focused on pushing a sale and more focused on the customer's needs, challenges, and wants. It will help structure your presentation by using the EPIC model and deliver it in the most effective way to ensure that the customer feels compelled to buy into the solution you are ultimately presenting to them in the end.
Learning Outcomes Include:
This Series Includes:
The average time it takes to complete this module is 25 minutes
For more information about the Presentation Approach competency, read this blog post: Landing the Catch: Why Starting Strong Matters in Presentations
Closing
Only 8% of the bottom 10% of the sellers in our database are good at closing. And while the top 10% of sellers are 6 times as good at closing, they are also good at the steps that lead up the close - the consultative selling, the qualifying, and the posturing competencies - thus making the closing competency a non-event.
As a seller, you are investigating the needs and pain points of your customer so that you can offer the right solution to alleviate their obstacle The seller cannot prescribe a solution that will alleviate the customer's pain points without thoroughly examining and understanding their needs, problems, and desired outcomes. Therefore, closing the sale and "prescribing a solution" is a skill that cannot be learned or executed in isolation from the larger sales and discovery process.
Learning Outcomes Include:
This Series Includes:
The average time it takes to complete this module is 25 minutes
For more information about the Closing competency, read this blog post: The Closing Competency – Why Most Sellers Score So Low
Embracing Sales Technology
According to Forbes, "Digital first companies are 64% more likely to achieve their business goals than their peers", and "more than half of all companies say improving the customer experience and customer satisfaction were leading influences to start a digital transformation."
Today's mobile, social, big data and cloud technologies are transforming the sales process in ways that were previously unimaginable. As a result, many sales organizations are leveraging technology to improve productivity, competitive advantage and customer connection to redefine the way they sell.
This course will help you to ensure your sales team is prepared to embrace the new technology culture to improve and enhance their sales process.
Learning Outcomes Include:
This Series Includes:
The average time it takes to complete this module is 25 minutes
For more information about Embracing Sales Technology, read this blog post: Mastering The Sales Technology Competency
Milestone-Centric Sales Process
The best salespeople are 94% more likely to have and follow a milestone centric sales process. Further, companies lacking the appropriate milestones in its sales process have win rates below 15% compared to companies who have customized processes that are optimized with predictive analytics or scorecards have win rates greater than 80%.
Learning Outcomes Include:
This Series Includes:
The average time it takes to complete this module is 25 minutes
For more information about the Milestone-Centric Sales Process competency, read this blog post: The Milestone-Centric Sales Process Competency – Improve Your Revenue by 18%!
Staying in the Moment
According to the data, 64% of sales professionals are ineffective when it comes to actively listening to their customers. They are either stressed out about the next question they must ask or the answer to the last question. That distraction and stress cause them to miss key outcomes that the customer is seeking.
The challenge of the present-day work environment is that you're constantly encountering stressors that generate new fears and concerns, many of which may be unrelated to your role. Stress can hit you at any moment, causing you to lose focus by moving you from your logical brain or neocortex, into your emotional brain, the limbic. This frame of mind may prevent you from operating with a customer-first approach.
This course explains how sellers and managers can navigate the stressors of daily life in a more productive way so they can stay in the moment with their customers and teams.
Learning Outcomes Include:
This Series Includes:
The average time it takes to complete this module is 25 minutes.
For more information about the importance of staying present and listening, read this blog post: Overcome Indifference By Listening Instead of Selling
Handles Rejection/Doesn't Need Approval
Some studies suggest that the average salesperson experiences rejection 5 to 15 times per day, while others state that the average sales closing ratio, or the number of sales made compared to the number of sales opportunities, is typically only around 5-20%.
Dave Kurlan is a sales consultant and author, and he emphasizes the importance of salespeople not relying on approval from others to define their success. According to Kurlan, salespeople should develop self-confidence and not be overly dependent on external validation. He encourages salespeople to focus on their own goals and accomplishments, rather than seeking approval from others. This course explains how can develop their ability to handle rejection and refrain from seeking approval others.
Learning Outcomes Include:
This Series Includes:
The average time it takes to complete this module is 25 minutes.
For more information about the Doesn't Need Approval/ Handles Rejection competency, read this blog post: Defining Selling Competencies and Data – Part II
Sales Manager Excellence Series
Coaching
According to study data, salespeople who exceed quota are 30% more likely to be coached than those who do not. Those who exceeded quota AND received coaching for the past 3 years outperformed their peers who missed quota and were not coached over the past 3 years.
This module focuses on the importance of dynamic and structured sales coaching. Here, you will come across various coaching models to ensure a suitable approach toward your employees. You will also learn to develop a coaching mindset and implement suitable behaviors to provide motivation to your employees.
Learning outcomes include:
This series includes:
The average time it takes to complete this module is 25 minutes
Relationship Building
The ability to build relationships quickly is key to a salesperson's ability to sell consultatively successfully. And it is that consultative selling ability that allows the salesperson to ask those tough, penetrating questions that allow him or her to find those compelling reasons why a prospect will buy from your company.
This module focuses on building relationships with customers and understanding customers' mindsets. Here, you will get to know a 360 Customer view that will help you prepare and present customized solutions. It will help you understand customers' behavioral styles to anticipate better how to craft a successful relationship with your customers.
Learning outcomes include:
This module includes:
The average time it takes to complete this module is 25 minutes
For more information about the Relationship Building competency, read this blog post: The Relationship Building Competency and Selling Consultatively
Motivating
There are three types of motivation: extrinsic, intrinsic, and altruistic. 47% of salespeople are intrinsically motivated (satisfaction, love of what they do, proficiency, being part of something bigger than themselves). 25% are extrinsically motivated (commissions, money, rewards, and materialistic things). 13% are altruistic (being of service to others). The remaining 15% are balanced between 2 or 3 of the styles.
If the motivation is strong, it typically does not matter whether salespeople are extrinsically or intrinsically motivated. However, it is especially important for sales managers to understand the difference between the two so that they can provide the proper type of external motivation. (Altruistically motivated people should not really be in sales.)
This series shows how to create self-motivation so that your team will be able to pilot their own plane and fly it to their chosen destination by using self-motivation as their fuel. Throughout this program, you will learn when to implement various tools, strategies, and opportunities to master motivational outputs effectively.
Learning outcomes include:
This series includes:
The average time it takes to complete this module is 25 minutes
For more information about the Motivating competency, read this blog post: Motivation – A Multi-Sided Story"
Pipeline Management
According to the Sales Management Association, Sales Managers who spend 3 hours per month on pipeline management can improve revenue by 11%. To ensure this revenue impact occurs, Sales Managers will need to implement several processes and tools to help them manage their pipeline effectively.
This series equips sales managers with the ability to ensure their sales teams always have a full pipeline with viable opportunities. Throughout this series, you will come across various tools needed to manage your sales team's pipeline performance.
Learning outcomes include:
This series includes:
The average time it takes to complete this module is 25 minutes
Closing
Only 8% of the bottom 10% of the sellers in our database are good at closing. And while the top 10% of sellers are 6 times as good at closing, they are also good at the steps that lead up the close - the consultative selling, the qualifying, and the posturing competencies - thus making the closing competency a non-event.
As a seller, you are investigating the needs and pain points of your customer so that you can offer the right solution to alleviate their obstacle The seller cannot prescribe a solution that will alleviate the customer's pain points without thoroughly examining and understanding their needs, problems, and desired outcomes. Therefore, closing the sale and "prescribing a solution" is a skill that cannot be learned or executed in isolation from the larger sales and discovery process.
Learning Outcomes Include:
This Series Includes:
The average time it takes to complete this module is 25 minutes
For more information about the Closing competency, read this blog post: The Closing Competency – Why Most Sellers Score So Low
Embracing Sales Technology
According to Forbes, "Digital first companies are 64% more likely to achieve their business goals than their peers", and "more than half of all companies say improving the customer experience and customer satisfaction were leading influences to start a digital transformation."
Today's mobile, social, big data and cloud technologies are transforming the sales process in ways that were previously unimaginable.? As a result, many sales organizations are leveraging technology to improve productivity, competitive advantage and customer connection to redefine the way they sell.?
This course will help you to ensure your sales team is prepared to embrace the new technology culture to improve and enhance their sales process.
Learning Outcomes Include:
This Series Includes:
The average time it takes to complete this module is 25 minutes
For more information about Embracing Sales Technology, read this blog post: Mastering The Sales Technology Competency
Milestone-Centric Sales Process
The best salespeople are 94% more likely to have and follow a milestone centric sales process. Further, companies lacking the appropriate milestones in its sales process have win rates below 15% compared to companies who have customized processes that are optimized with predictive analytics or scorecards have win rates greater than 80%.
Learning Outcomes Include:
This Series Includes:
The average time it takes to complete this module is 25 minutes
For more information about the Milestone-Centric Sales Process competency, read this blog post: The Milestone-Centric Sales Process Competency – Improve Your Revenue by 18%!
Staying in the Moment
According to the data, 64% of sales professionals are ineffective when it comes to actively listening to their customers. They are either stressed out about the next question they must ask or the answer to the last question. That distraction and stress cause them to miss key outcomes that the customer is seeking.
The challenge of the present-day work environment is that you're constantly encountering stressors that generate new fears and concerns, many of which may be unrelated to your role. Stress can hit you at any moment, causing you to lose focus by moving you from your logical brain or neocortex, into your emotional brain, the limbic. This frame of mind may prevent you from operating with a customer-first approach.
This course explains how sellers and managers can navigate the stressors of daily life in a more productive way so they can stay in the moment with their customers and teams.
Learning Outcomes Include:
This Series Includes:
The average time it takes to complete this module is 25 minutes.
For more information about the importance of staying present and listening, read this blog post: Overcome Indifference By Listening Instead of Selling
Accountability
It's no wonder that sellers aren't achieving at the highest level when nearly 30% of sales managers spending less than 10% on motivational activities. Less than 25% of sales managers spend more than 25% of their time coaching their sellers. Finally, 10% of sales managers spend more than 40% of their time selling*.
So, the question becomes, how can sales managers hold sellers accountable for their own success?
Learning Outcomes Include:
This Series Includes:
The average time it takes to complete this module is 25 minutes.
For more information read this blog post: 4 Essential Keys to Behavior Change in Sales
*OMG Blog
Recruiting
Sellers hold a pivotal role in the success of any organization. Essentially, it is the job of the seller to bridge the gap between the prospective customer's pain points or problems and the products or solutions to solve those problems. To do so, the seller must build a personal connection with the customer. This is a connection between one human being and another, which is incredibly powerful. Excellent sellers creatively seek out new customers, cultivate and close the sale, and creating long-lasting relationships that an have a profound impact on the company's long-term business and brand reputation.
Learning Outcomes Include:
This Series Includes:
The average time it takes to complete this module is 25 minutes.
For more information read this blog post: Using Data to Drive Hiring, Onboarding, and Training Decisions
Team Focus
When managers focus inward as well as constructively focus on the team supports the leader enhances their self-awareness and cultivates emotional intelligence. Putting a focus on the organization and drawing on attention paid to what's happening in the wider world improves the leader's ability to strategize, innovate and manage their team and organizational outcomes.
Learning Outcomes Include:
This Series Includes:
The average time it takes to complete this module is 25 minutes.
