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.
The U.S. national sales closing rate is just 27%, and 48% of sales calls end without an attempt to close the sale.
Only slightly more than half of sales representatives (53%) are meeting or exceeding their quotas according to a recent World-Class Sales Practices Study.
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:
In this online program by Kellogg Executive Education, you'll gain an end-to-end perspective of the sales process.
The Mastering Sales program features over 30 distinct sales tools participants can add to their skill set. These sales tools include:
JWMcAvoy & Company, Ltd. is a firm that is solely focused on finding qualified leads for its clients. Jim is a cold calling expert. He'll reveal the secrets to converting a cold call into warmer territory. His session is often cited as among the most impactful sessions among MBAs who take this program.
Bonfire is a distinctive leadership development program that equips women with the skills, inspiration and clarity they need to Matter More. She is also host of a popular podcast, The Big Payoff. Suzanne addresses gender differences in sales, dynamics of mixed-gender sales teams, as well as sharing frameworks for introverts and extroverts who thrive in sales.
Jellyvision is a software company that helps employees make better decisions about benefits and finances. Helen shares her perspective on sales leadership, hiring salespeople, and the four main characteristics she hires for.
Dan Pink is the author of several best-selling books on business, work, and behavior. His TED Talk on the science of motivation is one of the 10 most-watched TED Talks of all time, with more than 20 million views. Dan shares the scientific secrets to timing from his best-selling book, When: The Scientific Secrets of Perfect Timing in regards to the sales process.
Prof. Andrew Sykes
Andrew holds over 25 years of leadership, organizational performance, and business development experience. He speaks on the art of creating high-impact habits for revenue-responsible leaders and teams. In his session, he tackles how to handle objections in a role play with Craig Wortmann.
Thomas K.R. Stovall
Thomas conveys his powerful approach to attraction-based marketing and sales.
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.
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.Download Brochure
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.