Overview

Master Sales Through Knowledge, Skill, and Discipline

The way to reach breakout performance in sales is the same formula for becoming adept at anything, from playing piano to programming Python. It’s about mastering performance through knowledge, skill, and discipline. Organizations are clamoring for high-impact sellers and we know what it takes to become one.

  • 27% Close Rate – The U.S. national sales closing rate is just 27% and 48% of sales calls end without an attempt to close the sale.
    SOURCE: SPOTIO
  • 53% Meet Quotas – Only slightly more than half of sales representatives (53%) are meeting or exceeding their quotas according to a recent World-Class Sales Practices Study.
    SOURCE: CSO INSIGHTS

Who Is This Program For?

This program is designed for sales professionals who are individual members of a team and for those who manage a team or the sales function of a business. However, since we all need to sell ourselves and our ideas in one capacity or another, any professional who wants to become a more effective, confident seller will benefit from these techniques, including:

  • Sales managers or executives looking to effectively coach your team and build a high-performing sales engine
  • Entrepreneurs looking to build a sales team and acquire customers
  • Business leaders who would like to be more persuasive and influential
  • Business development professionals who play a role in sales and managing relationships
  • Professionals making a horizontal career shift into sales from another functional role

To maximize impact, sales teams are encouraged to join as a team. Special pricing is available for group enrollments, contact group-enrollments@emeritus.org

 
In this video, discover if you’re a good match for the Mastering Sales online program, which enables individuals and teams to become more effective and confident in selling.

Key Takeaways

  • Learn proven techniques for being an effective salesperson, based on our research at the Kellogg Sales Institute, and from our direct experience with some of the most successful companies in the world, both B2B and B2C
  • Put more than 30 different tools into practice, building a personal Sales Toolkit designed to help you at each phase of your sales process: preparation, contact, and scale
  • Participate in an assessment of your current knowledge, skill, and discipline as a salesperson, and get a roadmap for how to develop meaningful, lasting habits for you and your team
  • Learn best practices for recruiting, training, building and managing high-performing teams
  • Apply the lessons from the program immediately to your professional and personal interactions
  • Receive a Certificate of Completion from Kellogg School of Management for Mastering Sales

GET PROGRAM INFO

Take the first step to a Global Education

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  • Starts on

    April 29, 2020

  • Duration

    10 Weeks, Online

    (4-6 hours/week)
  • Course Fees

    US$ 1,950*

Program Video

Curriculum & Faculty

Learning Journey

Over the course of ten in-depth modules, you will learn to apply more than 30 different tools into practice, building a personal Sales Toolkit designed to help you at each phase of your sales process: preparation, contact, and scale.

learning journey

syllabus

In this online program by Kellogg Executive Education, you’ll gain an end-to-end perspective of the modern marketing process.

Sales Toolkit

The Mastering Sales program features over 30 distinct sales tools participants can add to their skill set. These sales tools include:

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Filtering Your Target Market
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Mapping Stakeholders

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Creating Personas & Qualifying Fast
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Competitive Talking Points
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Plan the Work, Work the Plan: Weekly Cadence
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Proactive Pursuit: Turning Cold Calls into Warm Leads

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Building Your Prospecting Script
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Art of the Sales Conversation
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Asking the Right Questions
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The Perfect Sales Meeting Checklist

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Objections Matrix
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Closing Well
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Getting a Deal Unstuck
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Team Selling for Impact

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Giving (and Receiving) Feedback

Faculty

Craig Wortmann
Craig Wortmann

Clinical Professor of Innovation and Entrepreneurship, Executive Director of the Kellogg Sales Institute

Craig has been a professor, salesperson, and entrepreneur for more than 25 years. From IBM Corporation as the #2 performer in his year-long classical style sales training class, to a Dean Witter company covering three-quarters of the country selling to large retailers, Craig is an expert in all things sales. After earning his MBA from Kellogg in 1995, Craig joined the Forum Corporation and quickly became the firm's new product launch and client recovery specialist.

GUEST SPEAKERS

Jim McAvoy

Founder and President of JWMcAvoy & Company, LTD.

Prof. Suzanne Muchin

Adjunct Lecturer of Management Communications at the Kellogg School of Management and Co-founder and Principal of Mind + Matter Studio

Dan Pink

Author of several best-selling books on business, work, and behavior

Helen Calvin

Chief Revenue Officer at Jellyvision

Thomas Stovall

Founder of Intention Mastery, Think Like a Startup, and ImBlackInTech Membership Network, and Google

Prof. Andrew Sykes

Adjunct Lecturer of Innovation and Entrepreneurship at the Kellogg School of Management.

Learning Experience

Watch this video to learn more about how the Mastering Sales online program features everything from live teaching sessions and fireside chats with industry leaders to interactive application exercises and peer learning to reach your full selling potential.

What You’ll Learn

 
Watch this video to find out what you’ll learn in the Mastering Sales online program, which offers a comprehensive look at the entire sales process and features proven techniques for being an effective salesperson.

Program Experience

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Fireside Chats with Global Sales Leaders
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30+ Tools for Your Sales Kit

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Peer Learning & Feedback
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Interactive Application Exercises & Capstone Project
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3 Live Sessions with Craig Wortmann
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Knowledge/Skill/Discipline Personal Assessment
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Dedicated Program Support Team
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Mobile Learning App

CERTIFICATE

Upon successful completion of the program, Kellogg Executive Education grants a verified digital certificate of completion to participants.This program is graded as a pass or fail; participants must receive 80% to pass and obtain the certificate of completion.

Certificate Click to view certificate

After successful completion of the program, your verified digital certificate will be emailed to you in the name you used when registering for the program. All certificate images are for illustrative purposes only and may be subject to change at the discretion of Kellogg Executive Education.
Note: This online certificate program does not grant academic credit or a degree from Kellogg School of Management.