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
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
Program Experience
Fireside Chats with Global Sales Leaders
30+ Tools for Your Sales Kit
Peer Learning & Feedback
Interactive Application Exercises &
Capstone Project
3 Live Sessions with Craig Wortmann
Knowledge/Skill/Discipline Personal
Assessment
Dedicated Program Support Team
Mobile Learning App
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
Your 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.
Program Topics
In this online program by Kellogg Executive Education, you'll gain an end-to-end perspective of the modern marketing process.
Module 1: Enhancing your Selling and Persuasion Skills: Knowledge, Skill, and Discipline
Module 2: Targeting: Stakeholder Mapping, Creating Personas, Planning Your Week, and Talking about Your Competitors
Module 3: Lead Generation Tactics: Building Your Network, Cold Calls, Introductory Emails and Proactive Pursuit
Module 4: Nurturing Prospects: Qualifying Prospects, Listening and Asking Questions, and Acing the Meeting
Module 5: Telling the Right Story at the Right Time for the Right Reasons
Module 6: Presenting Like a Pro: How to Engage Your Audience and Win Business
Module 7: Team Selling, Getting Deals Unstuck, and Closing The Deal
Module 8: Going Above and Beyond and Delighting Clients
Module 9: Giving Feedback, Optimizing Your Weekly One-On-One, and Building a Sales Culture
Module 10: Putting Your Powerful Sales Toolkit into Action
Sales Toolkit
The Mastering Sales program features over 30 distinct sales tools participants can add to their skill set. These sales tools include:
Filtering Your Target Market
Mapping Stakeholders
Creating Personas & Qualifying Fast
Competitive Talking Points
Plan the Work, Work the Plan: Weekly Cadence
Proactive Pursuit: Turning Cold Calls into Warm Leads
Building Your Prospecting Script
Art of the Sales Conversation
Asking the Right Questions
The Perfect Sales Meeting Checklist
Objections Matrix
Closing Well
Getting a Deal Unstuck
Team Selling for Impact
Giving (and Receiving) Feedback
Guest Speakers Include
Suzane Muchin
Jim McAvoy
Prof. Andrew Sykes
Dan Pink
Helen Calvin
Thomas K.R. Stovall
Program Faculty
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... More info
Certificate
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.
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.
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. In 2000, Craig was recruited to join start-up WisdomTools as its CEO which he sold to a larger firm in 2008.
He is the founder and CEO of Sales Engine Inc., a tools and services firm based on the belief that a company should treat sales as the engine of their business. As a professional speaker and sales advisor, Craig helps companies develop the knowledge, skill, and discipline necessary to build a successful sales engine. He is an Operating Partner to Pritzker Group Venture Capital, advises the Driehaus Private Equity group and sits on the board of Innovative Health, a Phoenix-based reprocessor of medical devices.
Craig joined the faculty of the University of Chicago's Booth School of Business in 2008. He designed, developed and taught the award-winning program called Entrepreneurial Selling, recognized by Inc. Magazine as one of the "Top Ten" programs in the U.S. He also taught one of the core entrepreneurship programs, Building the New Venture, and he developed Chicago Booth's Building Leadership Capital program, a four-day, in-depth executive leadership program for senior executives. He joined the faculty at Kellogg in May 2017.
He is the author of What's Your Story? a book that looks at how leaders and sales professionals use stories to connect, engage, and inspire. Craig is also a columnist for Inc.com on the subjects of sales and entrepreneurship.
MOHANBIR SAWHNEY
McCormick Foundation Chair of Technology
Clinical Professor of Marketing
Director of the Center for Research in Technology & Innovation
Professor Sawhney is a globally-recognized scholar, teacher, consultant, and speaker in business innovation, modern marketing, and enterprise analytics. He has written seven management books, as well as dozens of influential articles in leading academic journals and managerial publications. His most recent book, The Sentient Enterprise: The Evolution of Business Decision Making, was published in October 2017 and was on The Wall Street Journal bestseller list. He has also written a book of poetry called Love, Longing and Loneliness in 2014.
Professor Sawhney’s research has been published in leading journals such as California Management Review, Harvard Business Review, Journal of Interactive Marketing, Management Science, Marketing Science, MIT Sloan Management Review, and Journal of the Academy of Marketing Science. He is a frequent contributor to publications such as Fortune, Forbes, and Financial Times.
Professor Sawhney’s speaking and consulting clients include Accenture, Adobe Systems, AT&T, Boeing, Cisco Systems, Dell, DuPont, Entergy, Ericsson, Fidelity Investments, GE, General Mills, Goldman Sachs, Honeywell, Intuit, Jenner & Block, Jones Lang LaSalle, Johnson & Johnson, Kellogg Company, McDonald’s, Microsoft, Nissan Motor, Raytheon Missile Systems, Rockwell Automation, SAP, Sony, Teradata, and Textron Inc.
Professor Sawhney holds a Ph.D. in Marketing from the Wharton School of the University of Pennsylvania; a Master’s degree in Management from the Indian Institute of Management, Calcutta; and a Bachelor’s degree in Electrical Engineering from the Indian Institute of Technology, New Delhi.