Fifteen focused courses, each built around a competency measured in the SEIA, so sellers can strengthen the exact skills that move deals forward, then get back to selling.
Explore the Modules Start With SEIAEach course targets one competency measured in our Sales Effectiveness and Improvement Analysis (SEIA), so learners can go straight to the areas they want to strengthen and get back into the field quickly. Every course pairs clear concepts with interactive practice, knowledge checks, and an assessment — and takes about 25 minutes.
Select any competency to see what it covers, the learning outcomes, and what's included.
Relationship BuildingA key skill for sellers who want to sell consultatively — the approach that uncovers the compelling reasons a customer would buy your solutions. This course focuses on building relationships and understanding customer mindsets, including a 360-degree customer view that helps you prepare and present customized solutions and read behavioral styles.
About 25 minutes to complete
Read more: The Relationship Building Competency and Selling Consultatively →
HuntingHunting is critical for any seller responsible for generating new business — whether hunting for new accounts or within an existing account, it keeps a steady flow of top-of-funnel pipeline. Only 41% of sellers are strong in this competency. The course improves your ability to prospect across 12 hunting attributes, including cold calls, limiting beliefs about cold calling, reaching decision-makers, and filling the pipeline.
About 25 minutes to complete
Reaching Decision MakersData science shows salespeople who reach actual decision makers are 341% more likely to close the business — yet just 15% of the bottom half of sellers do it effectively. This course builds your ability to identify decision makers, develop a multi-modal contact cadence, and turn gatekeepers into allies, all while prioritizing the customer outcomes you can help solve.
About 25 minutes to complete
Read more: The Reaching Decision-Makers Competency and the Gatekeeper →
Selling ValueThis course enhances your ability to sell value throughout the sales process and become a trusted advisor, with methods to sell value-based solutions at each milestone of the sale.
About 25 minutes to complete
Read more: BCI Insights: How Do You Sell Value in a Recession? →
Consultative SellingThis course outlines how consultative a salesperson's approach really is, with models to uncover customer needs and prepare before a discovery conversation — so you earn trust and become a true advisor.
About 25 minutes to complete
Read more: What's the Difference Between Transactional and Consultative Selling? →
QualifyingQualifying focuses your sales effort where it counts and wins more deals. Over 79% of the top 10% of performers have this skill, while only 26% of the bottom 10% do.
About 25 minutes to complete
Read more: The Qualifying Competency: Uncovering Client Budgets →
ClosingThis program has a profound impact on your ability to close with confidence, with methods and insights to time your request and close at the appropriate moment.
About 25 minutes to complete
Read more: The Closing Competency: Why Most Sellers Score So Low →
Presentation ApproachCustomers often share information vital to your success — but many sellers jump straight into the pitch and leave opportunities on the table. This competency helps you close more by strengthening how, when, and to whom you present, so you deliver the right solutions at the right time for the right reasons.
About 25 minutes to complete
Read more: Landing the Catch: Why Starting Strong Matters in Presentations →
Milestone Centric Sales ProcessA milestone-centric sales process marks a buyer's progression from one stage to the next by hitting specific milestones within each stage. The best salespeople are 94% more likely to follow one; companies without appropriate milestones see win rates below 15%, versus over 80% for optimized, scorecard-driven processes. This course helps you identify the key milestones at each step to shorten the cycle and close more.
About 25 minutes to complete
Read more: The Milestone-Centric Sales Process Competency: Improve Your Revenue by 18% →
Sales TechnologySales Technology Fundamentals prepares your team to embrace a new technology culture and enhance their process, reinforcing the importance of consistent CRM use, social selling, and video proficiency.
About 25 minutes to complete
Staying in the MomentThis course helps sellers stay present and resilient during customer interactions, so stress doesn't get in the way of the conversation.
About 25 minutes to complete
Read more: Overcome Indifference by Listening Instead of Selling →
Handles RejectionThis course on handling rejection and not needing approval builds the resilience sellers need to keep performing through setbacks.
About 25 minutes to complete
Read more: Defining Selling Competencies and Data, Part II →
Comfortable Discussing MoneyImproving your comfort discussing financial topics confidently helps you navigate customer conversations more effectively — ultimately driving meaningful outcomes and elevating your sales approach.
About 25 minutes to complete
Supportive Beliefs and Buy CycleThese competencies focus on overcoming the self-limiting beliefs and personal buying preferences that get in the way of effective customer conversations. Cultivating a growth mindset reframes challenges as opportunities, builds resilience, and drives success.
About 25 minutes to complete
Will to SellThe Will to Sell competencies form the foundation for success in sales. A salesperson with a high grit factor keeps a positive outlook through rejection, has a burning desire to succeed, stays motivated, shows unconditional commitment to their goals, and takes personal responsibility.
About 25 minutes to complete
Start with the SEIA to find your team's Sales Readiness Score, then assign the eLearning that targets the exact competencies that need work. Talk to an expert and we'll help you build the plan.
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