2014
Professional Development Guide
Inside this guide, you’ll find out how the Canadian Professional Sales Association (CPSA) can help you build a successful sales team and drive better sales results. From hiring and assessment tools, to training and certification, we’ll put you on the path to sales success and keep you there. www.cpsa.com/training SalesSuccess@cpsa.com
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2014 Location
CPSA Course Calendar
Date
Course
Page
February 13 – April 9, 2014 October 7 – December 1, 2014 May 5, 12, 26 September 8, 22, October 6 December 1, 8, 15
Professional Selling Professional Selling Professional Selling Phase 2 Professional Selling Phase 2 Professional Selling Phase 2
p. 9 p. 9 p. 10 p. 10 p. 10
ONLINE 8-week program 8-week program 3-session program 3-session program 3-session program
Why choose the
Canadian Professional Sales Association? VANCOUVER
April 22-24, 2014 May 21-22, 2014 June 18-19, 2014 November 4-6, 2014 November 25-27, 2014
• We have been the leader in serving CALGARY April 23-24, 2014 and training sales professionals May 13-15, 2014 since 1874 July 8-10, 2014 October 28-30, 2014 26-27, 2014 • We provide a total November package training solution for all sales levels and roles
EDMONTON
October 21-23, 2014
• All training programs are skillfully WINNIPEG November 18-20, 2014 delivered by experienced facilitators
TORONTO
January 28-30, 2014 February 26-27, 2014 March 25-27, 2014 April 8-10, 2014 April 16-17, 2014 April 22-24, 2014 May 27-29, 2014 June 25-26, 2014 July 22-24, 2014 September 16-18, 2014 September 24-25, 2014 October 8-9, 2014 October 21-23, 2014 November 11-13, 2014 November 12-13, 2014 November 19-20, 2014 December 2-4, 2014
Professional Selling Strategic Account Management Effective Negotiating Strategies Professional Sales Management Professional Selling
• We are a not-for-profit association of nearly Strategic Account Management 30,000 sales and marketing professionals Professional Selling across CanadaSales Management Professional Professional Selling Strategies • WeEffective are the Negotiating only organization in North America offering the Certified Sales Professional Selling Professional (CSP) designation
p. 8 p. 11 p. 12 p. 14 p. 8 p. 11 p. 8 p. 14 p. 8 p. 12 p. 8
Professional Selling
p. 8
Strategic Account Management Professional Selling Professional Sales Management Effective Negotiating Strategies Professional Selling Professional Selling Strategic Account Management Professional Selling Professional Selling Effective Negotiating Strategies Strategic Account Management Professional Sales Management Professional Selling Communicating to Influence Buying Decisions Sales Coaching for Success Professional Selling
p. 8 p. 11 p. 8 p. 14 p. 12 p. 8 p. 8 p. 11 p. 8 p. 8 p. 12 p. 11 p. 14 p. 8 p. 13 p. 15 p. 8
• You are fully protected by our 100% Professionalguarantee Selling money-back
OTTAWA
June 17-19, 2014
Professional Selling
p. 8
MONTREAL
April 8-10, 2014 June 10-12, 2014 October 7-9, 2014 October 29-30, 2014 November 12-13, 2014
Professional Selling (in French) Professional Sales Management Professional Selling (in French) Strategic Account Management (in French) Effective Negotiating Strategies (in French)
p. 8 p. 14 p. 8 p. 11 p. 12
HALIFAX
April 29 – May 1, 2014 May 6-8, 2014 November 4-6, 2014
Professional Sales Management Professional Selling Professional Selling
p. 14 p. 8 p. 8
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www.cpsa.com/training SalesSuccess@cpsa.com 1.888.267.2772 (CPSA)
2013-11-17 9:25 PM
The CPSA Can Help You Recruit, Train, and Develop a Successful Sales Team Sales success stems from a commitment to ongoing professional development, and the CPSA can support you at every step of the way. Whether recruitment, training, certification, or ongoing development, the CPSA has the programs and resources you need to build a team of consultative sales experts that delivers results.
Why Choose the Canadian Professional Sales Association? The CPSA’s sales training programs will provide you with the framework to develop consistent best practices across your entire sales team, for improved sales culture and results. • We have been the leader in serving and training sales professionals since 1874 • We provide a total package training solution for all sales levels and roles • Our training material was developed based on validated research across various industries and sales positions, and is frequently updated • All training programs are skillfully delivered by experienced facilitators and successful sales professionals • We are the only organization in North America offering the Certified Sales Professional (CSP) designation • We are a not-for-profit association of over 27,000 sales and marketing professionals across Canada
Who We’ve Worked With AGFA Inc. Atlantic Packaging Bell Mobility BMO Financial Group Brandt Agricultural Products Caldic Canada Inc. Canpar Transport CanWest DHI Capital Safety Chicago Title Insurance Company Cogeco Cable DealerTrack Canada Direct Energy Eagle West Cranes & Equipment Gentek Building Products Hertz Canada Hoerbiger Canada Ltd. Kal Tire LGM
London Life Maxim Truck & Trailer Manitoulin Transport Mitchell International NGK Spark Plugs Northwestel Ontario Clean Water Agency Panasonic Canada Inc. Pearson Education Canada Petcurean Petro-Canada Pioneer Dupont Robert Bosch Scholastic Canada Semex Alliance Sunstar Americas Inc. Tenaquip Timberland Trudell Medical Marketing WestJet
Over 14,000 trained with CPSA 95% saw increases in sales as a result 98% recommend CPSA’s training for other sales people Zero risk investment with our 100% money-back guarantee
Canadian Professional Sales Association
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DE
VE
LOP
STEP
1
E 3. M
Recruit and Assess the Right Sales Professional the First Time Begin your search for qualified candidates on SalesJobsCanada.com, CPSA’s niche job board for sales professionals. Once you’ve selected some candidates, use one of our psychometric assessments to evaluate whether they have the skills, aptitude, and desire necessary to succeed within your business. Learn more on Page 6
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U AS
IF Y RE
Train and Coach Your Team to Increase Sales Productivity Invest in your most valuable asset through ongoing sales training with the CPSA. We can help you better understand, service, and communicate with your clients and prospects in order to develop more profitable, long-term business. Learn more on Page 7
2
STEP
L
LY
&
UA
CE
TI N
RT
N 4. C O
Sales Success
H AC CO
1. R EC RU IT
2. T RA IN
&
&
SS SE S A
www.cpsa.com/training SalesSuccess@cpsa.com 1.888.267.2772 (CPSA)
2013-11-17 9:24 PM
Improved sales results are only 4 steps away At the CPSA, we provide a full suite of services and products to help you overcome your sales challenges, right from recruitment through the ongoing development of an exceptional sales team. We support sales teams and sales professionals at every stage of their development in order to foster the culture and consistent tactics that drive sales success forward.
STEP
3
Certify Your Sales Professionals to Gain a Competitive Advantage Open the door to bigger sales opportunities by encouraging your sales people to obtain the Certified Sales Professional (CSP) designation. This government-recognized designation, only offered through the CPSA Sales Institute, validates their role as experienced, consultative sales professionals and enhances their credibility. Learn more on Page 16
Develop Your Sales Team Regularly to Maintain Current Sales Best Practices Strengthen your commitment to sales excellence by continuing to provide development opportunities for your sales professionals that keep them at the top of their game. Learn more on Page 17
4
STEP
2
CPSA’s 4 Steps to Sales Success
Canadian Professional Sales Association
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Recruit & Assess
STEP
1
A Successful Team Begins with Hiring the Right People Sales people are integral to the success of any company, but building an effective sales team can often be a huge undertaking: Where do you find qualified candidates? How can you evaluate whether they’d be a good fit? What interview questions would highlight the information you need to make your decision? The CPSA can help you eliminate the guessing game so you can recruit your ideal candidates with confidence.
SalesJobsCanada.com
Psychometric Assessments
Canada’s #1 niche job board for the sales profession
Make a more educated hiring decision and reduce turnover
Employers
Profile Sales Assessment
Reach a targeted audience of qualified sales professionals for your next job opening.
Evaluate whether candidates possess the necessary qualities for the job.
• Members pay 55% less on job postings compared to other job boards
• Evaluate 9 behavioural traits
• Save up to 30% when purchasing job posting credits in savings bundles
• Predict performance in 7 critical sales behaviours, such as prospecting, building and maintaining relationships, and closing
• Postings receive on average 3,000 job-seeker views per month
• Compare candidates to validated benchmarks for specific sales positions
• Additional exposure for your posting through CPSA’s social media and e-newsletter platforms
• Create customized benchmarks for your company and position
• Easily search for relevant candidates with access to our résumé database of over 6,000 registered job-seekers
Land your ideal sales job by creating a profile on our résumé database and browsing through recent job postings. • Register up to three unique profiles FREE • Get access to over 2,400 registered employers • Get notified immediately of relevant job openings with e-mail job alerts Register today at SalesJobsCanada.com
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Why Should You Use Assessments? • 64% greater improvement in quality of hire
Job-seekers
6
• Receive a detailed analysis report and interview guide
• 2x improvement in cost per hire • 28% higher engagement • 10% greater goal achievement The CPSA offers a variety of assessment tools to address all your management challenges such as selecting, coaching, developing, and retaining sales and management personnel. Find the right assessments for your needs at www.cpsa.com/assessments
www.cpsa.com/training SalesSuccess@cpsa.com 1.888.267.2772 (CPSA)
2013-11-17 9:23 PM
We are your Ultimate Resource for Sales Training
2
The CPSA offers industry-leading sales training that will provide your team with a solid knowledge-base and the tactics to transfer that learning into tangible sales results.
STEP
Whether you’re new to sales or a seasoned veteran, CPSA’s sales training will help you build on fundamental principles, equip you with a consultative sales process, and keep you competitive in any market.
Sales Training Programs
Train & Coach
We offer a combination of public classes and online training. Contact us directly to find out how we can customize our programs for your company with our on-site training option: 1-888-267-2772 | SalesSuccess@cpsa.com
Essential Sales Training These courses arm your entire team with the skills and proven sales processes that will allow them to evolve together as consultative sales experts, regardless of whether they have 1 or 10 years of sales experience. Professional Selling p. 8 Professional Selling Online p. 9
Advanced Selling If your team has a strong knowledge of consultative selling techniques, these courses will help them take their skills and knowledge to the next level. They’ll learn how to embody the techniques they’ve learned and adapt their communication and negotiation styles, leading to more profitable outcomes and client satisfaction. Professional Selling Phase 2 p. 10 Strategic Account Management p. 11 Effective Negotiating Strategies p.12 Communicating to Influence Buying Decisions p. 13
Sales Management Programs These courses will provide you with proven methods for improving the performance of your team. Add real value to your team by learning when to manage and when to coach. Professional Sales Management p. 14 Sales Coaching for Success p. 15
Canadian Professional Sales Association
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Professional Selling
Train & Coach
3 Days
COURSE HIGHLIGHTS
Qualifies for Certification
In-Class
Available On-Site
Who Should Attend: Account managers & sales professionals of any experience level, business-owners/entrepreneurs, new sales managers, entire sales teams, professionals pursuing the CSP designation Public In-Class Locations: Calgary, Edmonton, Halifax, Montreal, Ottawa, Toronto, Vancouver, Winnipeg For complete location and date listing, see 2014 Course Calendar below.
Course Fees: $1,595 For savings options, see Fees Schedule below. How to Register: Online: www.cpsa.com/PS | Phone: 1-888-267-2772 | E-mail: SalesSuccess@cpsa.com
WHO WILL BENEFIT FROM THIS COURSE
WHAT YOU’LL LEARN
ESSENTIAL TRAINING
STEP
2
Develop a solid foundation of proven consultative selling techniques across your entire sales team
• New or seasoned sales professionals who want to develop proven consultative selling techniques • Entire sales teams in need of consistent sales standards and foundations across all team members • Professionals pursuing the Certified Sales Professional (CSP) designation • Sales managers who want to set a performance benchmark for their team • How to apply the consultative selling process to maximize sales effectiveness • How to understand and manage yourself: time-management, goal-setting, personality traits for sales success • How to build a business strategy: territory planning, account management, business development • How to identify leads for your funnel through effective prospecting techniques • How to manage the selling process to gain commitment, from the first call to client meetings, negotiations, objection-handling, and presentations View the full course outline and benefits at www.cpsa.com/PS
2014 COURSE CALENDAR
FEES SCHEDULE
Vancouver Edmonton Toronto
Apr. 22-24 | Nov. 25-27 Oct. 21-23 Jan. 28-30 | Mar. 25-27 Apr. 22-24 | May 27-29 Jul. 22-24 | Sept. 16-18 Nov. 11-13 | Dec. 2-4
Calgary Winnipeg Ottawa Montreal
May 13-15 | Oct. 28-30 Nov. 18-20 Jun. 17-19 Apr. 8-10 | Oct. 7-9
Halifax
May 6-8 | Nov. 4-6
(In French)
Course Fees $1,595 CPSA Members $1,495 (Savings of $100) Current CSPs $1,395 (Savings of $200) Combine this course with the Certified Sales Professional (CSP) designation
Course + CSP
$1,795 Total
Course Fees
$1,250 (Savings of $345)
Certification
$545
Combine this course with Professional Selling Phase 2 (PS2)
Course + PS2
Add $300 to course fees
Sponsored by
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www.cpsa.com/training SalesSuccess@cpsa.com 1.888.267.2772 (CPSA)
2013-11-19 3:02 PM
Professional Selling Online
8 Weeks
COURSE HIGHLIGHTS
Online
2
Qualifies for Certification
ALL NEW FORMAT IN 2014 Who Should Attend: Account managers & sales professionals of any experience level, business-owners/entrepreneurs, new sales managers, entire sales teams, professionals pursuing the CSP designation
STEP
ESSENTIAL TRAINING
Learn critical consultative selling techniques in an online, interactive format
Format: Online, interactive learning modules For 2014 offerings, see 2014 Course Calendar below. Course Fees: $1,595 For savings options, see Fees Schedule below. How to Register: Online: www.cpsa.com/PSO | Phone: 1-888-267-2772 | E-mail: SalesSuccess@cpsa.com
WHAT YOU’LL LEARN
• Those who prefer to have more time to learn and apply knowledge, while receiving regular feedback • New or seasoned sales professionals who can’t afford time away from the office • Sales team members who are located in different areas but are in need of consistent sales standards and foundations • Professionals pursuing the Certified Sales Professional (CSP) designation • Sales managers who want to set a performance benchmark for their team
Train & Coach
WHO WILL BENEFIT FROM THIS COURSE
• Course content and learning outcomes are equivalent to CPSA’s in-class version of Professional Selling • Learn the essential skills required to adequately resolve common sales challenges • Understand and implement the tactical, strategic, and self-management skills necessary to succeed in many different types of selling roles • Produce tangible returns by increasing the calibre of your sales techniques and expertise to retain customers and expand business opportunities View the full course outline and benefits at www.cpsa.com/PSO
2014 COURSE CALENDAR
Online (8 Weeks)
Feb. 13-Apr. 9 Oct. 7-Dec. 1
LEARNING FORMAT
• New this year: 8 Learning Modules over 8 weeks • Time commitment: 4-6 hours of self-scheduled work per week • Interactive online learning experience: discussions, quizzes, exercises, and worksheets • Unlimited online access to instructor over 8 weeks
FEES SCHEDULE
Course Fees $1,595 CPSA Members $1,495 (Savings of $100) Current CSPs $1,395 (Savings of $200) Combine this course with the Certified Sales Professional (CSP) designation
Course + CSP
$1,795 Total
Course Fees
$1,250 (Savings of $345)
Certification
$545
Sponsored by
Canadian Professional Sales Association
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Professional Selling Phase 2 – Sales Coaching
Train & Coach
3 Sessions
COURSE HIGHLIGHTS
Online
Available On-Site
Who Should Attend: Past Professional Selling attendees who need tactics to put their knowledge into action, professionals who want to better prepare for the CSP certification Format: Interactive online 1-hour coaching sessions For 2014 offerings, see 2014 Course Calendar below.
Course Fees: $300 For savings options, see Fees Schedule below. How to Register: Online: www.cpsa.com/PS2 | Phone: 1-888-267-2772 | E-mail: SalesSuccess@cpsa.com
ADVANCED SELLING
STEP
2
Build upon Professional Selling strategies and tools by integrating them into your own sales process
WHO WILL BENEFIT FROM THIS COURSE
• Sales professionals who have taken the Professional Selling course and want to gain confidence in their application of consultative selling techniques to their own sales process and environment • Those who learn better by having a chance to implement newly-learned techniques and seek feedback from instructors and peers • Sales team members who are located in different areas, but are in need of consistent sales standards and foundations • Sales managers who want to understand and develop a solid sales process for their team • CSPs who want to apply this course toward their Maintenance of Certification hours • CSP Candidates who want to better prepare for the certification exams
WHAT YOU’LL LEARN
• How to put the 8-Step Consultative Selling Process into ACTION with your customers and sales process • How to understand your buyer’s cycle and apply the “5 Phases of the Purposeful Sales Conversation Cycle” • How to apply “Circle Back Questioning” and “3-Option Proposal” techniques View the full course outline and benefits at www.cpsa.com/PS2
LEARNING FORMAT
• Three 1-hour group coaching sessions • Interactive online learning experience: discussions, apply and share experiences with peers, gain feedback • Limited group size for optimal learning
2014 COURSE CALENDAR
Online (3 Sessions)
FEES SCHEDULE
Course Fees
May 5, 12, 26 Sept. 8, 22, Oct. 6 Dec. 1, 8, 15 $300
Combine this 3-session coaching program with the Professional Selling (PS) course
PS + Coaching $1,595 + $300 = $1,895 Total CPSA Members $1,495 + $300 = $1,795 Total (Savings of $100) Current CSPs $1,395 + $300 = $1,695 Total (Savings of $200)
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www.cpsa.com/training SalesSuccess@cpsa.com 1.888.267.2772 (CPSA)
2013-11-17 9:11 PM
Strategic Account Management
m
Maximize your revenue potential by taking a more strategic approach to account and territory management 2 Days
COURSE HIGHLIGHTS
In-Class
Qualifies for Certification
2
Available On-Site
Who Should Attend: Experienced account managers & sales professionals, business-owners/entrepreneurs, sales managers, entire sales teams, professionals pursuing the CSP designation, past Professional Selling attendees Public In-Class Locations: Calgary, Montreal, Toronto, Vancouver
STEP
ADVANCED SELLING
ing
For complete location and date listing, see 2014 Course Calendar below.
Course Fees: $1,495 For savings options, see Fees Schedule below. How to Register: Online: www.cpsa.com/SAM | Phone: 1-888-267-2772 | E-mail: SalesSuccess@cpsa.com
WHAT YOU’LL LEARN
• Experienced sales professionals who want to maximize penetration and profitability of their key accounts • Entire sales teams in need of strategic territory and account management tactics across all team members • Professionals pursuing the Certified Sales Professional (CSP) designation • Those who have had formal sales training before and are looking for an advanced program to hone their skills • Sales managers who want to learn how their team can be more strategic in how they manage their current accounts • Past attendees of CPSA’s Professional Selling course
Train & Coach
WHO WILL BENEFIT FROM THIS COURSE
• How to uncover key information through effective implementation of consultative investigation • How to employ a step-by-step method for developing synergistic partnerships • How to develop a Strategic Territory Plan: goal-setting, forecasting, global time allocation, market analysis • How to develop a solid sales process for Key Accounts and maximize your ROTI with each • Understand the building blocks of successful key account selling View the full course outline and benefits at www.cpsa.com/SAM
2014 COURSE CALENDAR
Vancouver Toronto
FEES SCHEDULE
Course Fees $1,495 CPSA Members $1,395 (Savings of $100) Current CSPs $1,295 (Savings of $200)
May 21-22 Feb. 26-27 | Jun. 25-26 Oct. 8-9
Calgary Montreal (In French)
Apr. 23-24 Oct. 29-30
Combine this course with the Certified Sales Professional (CSP) designation
Course + CSP
$1,795 Total
Course Fees
$1,250 (Savings of $245)
Certification
$545
Sponsored by
Canadian Professional Sales Association
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Effective Negotiating Strategies
Train & Coach
COURSE HIGHLIGHTS
2 Days
In-Class
Available On-Site
Who Should Attend: Experienced sales professionals, business-owners/entrepreneurs, sales managers, entire sales teams, buyers & sellers involved in negotiations Public In-Class Locations: Calgary, Montreal, Toronto, Vancouver For complete location and date listing, see 2014 Course Calendar below.
Course Fees: $1,345 For savings options, see Fees Schedule below. How to Register: Online: www.cpsa.com/ENS | Phone: 1-888-267-2772 | E-mail: SalesSuccess@cpsa.com
WHO WILL BENEFIT FROM THIS COURSE
WHAT YOU’LL LEARN
ADVANCED SELLING
STEP
2
Master the negotiation process in order to close more deals at higher profit margins, while keeping your clients happy
• Experienced sales professionals and managers who want to become adept at maneuvering through difficult negotiations • Entire sales teams in need of a consistent process for negotiating effectively and optimizing sales outcomes • Those who have trouble going beyond “price” in sales conversations • Anyone involved in negotiations, including buyers and sellers • • • •
How and when to make concessions effectively How to use a proven 8-step negotiation process to create better outcomes How to uncover your clients’ real interest – other than price How to build on Consultative Selling tactics by applying the Principles of Effective Negotiation • How to deal with your current negotiation challenges and learn when and how to close the deal View the full course outline and benefits at www.cpsa.com/ENS
2014 COURSE CALENDAR
Vancouver Jun. 18-19 Toronto Apr. 16-17 | Sept. 24-25
FEES SCHEDULE
Course Fees $1,345 CPSA Members $1,245 (Savings of $100) Current CSPs $1,145 (Savings of $200)
Calgary Montreal (In French)
Nov. 26-27 Nov. 12-13
Sponsored by
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www.cpsa.com/training SalesSuccess@cpsa.com 1.888.267.2772 (CPSA)
2013-11-17 9:12 PM
Communicating to Influence Buying Decisions
2 Days
COURSE HIGHLIGHTS
In-Class
Available On-Site
Who Should Attend: Experienced sales professionals, business-owners/entrepreneurs, sales managers, entire sales and service teams, anyone who needs to communicate effectively Public In-Class Locations: Toronto For complete location and date listing, see 2014 Course Calendar below.
Course Fees: $1,345 For savings options, see Fees Schedule below. How to Register: Online: www.cpsa.com/CIBD | Phone: 1-888-267-2772 | E-mail: SalesSuccess@cpsa.com
• Experienced sales and service professionals who want to communicate more skillfully with clients, prospects, and colleagues • Anyone whose role within the organization requires effective communication • Entire sales and service teams in need of a deeper understanding of their clients’ needs and better standards for communicating with them • Those who have had formal sales training before and are looking for an advanced program to hone their persuasion skills • Sales managers who want to better understand and empower their teams toward high performance, while building a sense of team
WHAT YOU’LL LEARN
• How to improve your persuasion skills through effective influencing techniques • How to use a variety of communication styles to solve problems and gain better results • Understand yourself through a personalized Lumina Sales psychometric tool • How to apply a variety of communication skills to build trust and rapport and develop a greater understanding between you and your clients
Train & Coach
WHO WILL BENEFIT FROM THIS COURSE
2 STEP
ADVANCED SELLING
Learn how to adapt your selling style and build rapport to maximize sales results
View the full course outline and benefits at www.cpsa.com/CIBD
2014 COURSE CALENDAR
Toronto
FEES SCHEDULE
Course Fees $1,345 CPSA Members $1,245 (Savings of $100) Current CSPs $1,145 (Savings of $200)
Nov. 12-13
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2013-11-19 3:06 PM
Professional Sales Management
Train & Coach
In-Class
3 Days
COURSE HIGHLIGHTS
Available On-Site
Who Should Attend: New & experienced sales managers/directors, business-owners/entrepreneurs, anyone in or considering a leadership role Public In-Class Locations: Calgary, Halifax, Montreal, Toronto, Vancouver For complete location and date listing, see 2014 Course Calendar below.
Course Fees: $1,595 For savings options, see Fees Schedule below. How to Register: Online: www.cpsa.com/PSM | Phone: 1-888-267-2772 | E-mail: SalesSuccess@cpsa.com
WHO WILL BENEFIT FROM THIS COURSE
WHAT YOU’LL LEARN
SALES MANAGEMENT
STEP
2
Become a more effective strategist, business manager, and talent developer so you can manage your team towards improved performance and profitability
• New and experienced sales managers who want to improve their performance as a leader and the value they bring to their teams • Sales managers who are looking for solid tactics that will increase the performance and profitability of their team members • Experienced sales professionals who are considering a move to a management or leadership role • Understand the critical success factors of sales management and improve your performance as a leader, business manager, and talent manager • How to implement change management techniques to resolve performance gaps and adherence to new processes • How to effectively manage sales performance, including the sales process, forecasting, and productivity • How to recruit and develop the ideal team View the full course outline and benefits at www.cpsa.com/PSM
2014 COURSE CALENDAR
Vancouver Toronto
FEES SCHEDULE
Course Fees CPSA Members Current CSPs
Nov. 4-6 Apr. 8-10 Oct. 21-23 $1,595 $1,495 $1,395
Calgary Montreal Halifax
Jul. 8-10 Jun. 10-12 Apr. 29-May 1
(Savings of $100) (Savings of $200)
Sponsored by
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www.cpsa.com/training SalesSuccess@cpsa.com 1.888.267.2772 (CPSA)
2013-11-17 9:14 PM
2 Days
COURSE HIGHLIGHTS
In-Class
Available On-Site
Who Should Attend: New & experienced sales managers/directors, business-owners/entrepreneurs, anyone in or considering a leadership role, past Professional Sales Management attendees Public In-Class Locations: Toronto For complete location and date listing, see 2014 Course Calendar below.
Course Fees: $1,495 For savings options, see Fees Schedule below. How to Register: Online: www.cpsa.com/SCS | Phone: 1-888-267-2772 | E-mail: SalesSuccess@cpsa.com
WHAT YOU’LL LEARN
• New and experienced sales managers who want to enhance their coaching skills to foster growth and success in their teams • Sales managers who are challenged with coaching under-performers • Experienced sales professionals who are considering a move to a management or leadership role • Past attendees of CPSA’s Professional Sales Management course • How to uncover the needs of and opportunities for growth within your sales team • How to maximize your “Return on Coaching Time Invested” • How to build a development plan through a proven Talent Management Process • How to evaluate and measure sales effectiveness using a motivation and performance matrix • Gain effective techniques to handle conflict and listen actively
Train & Coach
WHO WILL BENEFIT FROM THIS COURSE
2 STEP
Gain the tools to coach your team effectively and unlock the potential for growth and larger opportunities SALES MANAGEMENT
per so ility
Sales Coaching for Success
View the full course outline and benefits at www.cpsa.com/SCS
2014 COURSE CALENDAR
Toronto
FEES SCHEDULE
Course Fees $1,495 CPSA Members $1,395 (Savings of $100) Current CSPs $1,295 (Savings of $200)
Nov. 19-20
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Measure & Certify
STEP
3
Certified Sales Professional (CSP) Designation The CPSA Sales Institute offers the Certified Sales Professional (CSP) designation – the only government-recognized sales designation in North America – so you and your team can gain a competitive advantage and reach new heights of sales success.
The Recognized Standard for Sales Excellence
How Will your Company Benefit?
The CSP designation validates your role as a competent, ethical, and consultative sales professional and enhances your credibility. As a CSP, you’ll be recognized as a driving force of strategic business development for your organization, immediately differentiating your skills and experience from others.
Many organizations that are serious about differentiating themselves from the competition incorporate the CSP designation as a mandatory development step for their sales professionals, ensuring a consistently high set of standards across the team and in the eyes of clients.
• 86% of CSPs gained a competitive advantage in the market place • More than 2 out of 3 CSPs said that the designation gave them added prestige in the eyes of customers, managers, and peers
• Set a measurable benchmark within your sales team of proven sales skills and abilities • Reduce turnover by incorporating the designation into your hiring standards • Differentiate your company’s offerings by increasing the credibility of your sales people
• 72% of CSPs rank in the top 25% of sales within their organizations
• Demonstrate your company’s commitment to ethical, consultative sales practices
• More than half earn annual incomes over $75,000
• Provide your sales people with the ultimate growth opportunity, allowing them to gain recognition, take on more responsibility, and improve their earning potential
• 9 out of 10 CSPs recommend the designation to other sales professionals
For more information, visit www.cpsa.com/CSP or contact us directly at SalesSuccess@cpsa.com or 1-888-267-2772
Becoming a CSP Qualification Requirements
Getting Certified
• Minimum 2 years of verified sales experience • Education that demonstrates competence in Consultative Selling, such as completion of CPSA’s Professional Selling or Strategic Account Management courses • Register for your certification exams Registration Fees: $545 For savings options, bundle with CPSA courses (See Fees Schedule on p. 8 and 11).
• Successfully complete both a written and oral exam • Agree to abide by the Sales Institute Code of Ethics Maintaining the Designation
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• Commit to lifelong learning in the form of at least 20 hours of professional development each year • Remit annual certification maintenance fees and remain a member in good standing of the Canadian Professional Sales Association www.cpsa.com/training SalesSuccess@cpsa.com 1.888.267.2772 (CPSA)
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Additional Training and Development
For more information on any of these products or services, visit www.cpsa.com/Develop
Executive Program in Sales Management at York University’s Schulich Executive Education Centre
• Intensive 5-day in-class program for sales executives and leaders • Develop the leadership skills required to drive a high-performance sales organization • Obtain a proven strategic framework that will enable you to meet your sales and performance targets and improve customer satisfaction • Enhance efficiency by adopting leading-edge Customer Relationship Management strategies • Custom-design a competitive intelligence and benchmarking system for your organization • Leverage your emotional intelligence to sell your products and services
On-Demand Webinars Whether you’re looking to brush up on a particular skill or learn a suite of new tactics, we’ve got hundreds of on-demand webinars that will help you in your day-to-day sales process. Covering topics such as social media to closing sales, these online 1-hour webinars are perfect for ongoing development without time away from the office. • Purchase and view a course at any time to suit your own schedule • View it as many times as you like over a period of 30 days • Use it as a resource at your next sales meeting • CSPs can count it towards their Maintenance of Certification hours
Continually Develop
York University, in partnership with the CPSA, offers Canada’s most successful executive development program for sales leaders.
Online Training
4 STEP
An ongoing development plan for your team is critical to improving performance. CPSA offers a range of cost-efficient online training, partner events, and resources to help keep your team sharp.
Course Topics Include • Strategic framework for sales success • Identifying three key drivers of sales success • Critical thinking and problem solving • Competitive market analysis • Effective communication styles for leaders
Fees Schedule Course Fees CPSA Members
$4,595 $4,095
(Savings of $500)
Visit www.cpsa.com/Develop for program outline and benefits
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Sales Knowledge Centre
Continually Develop
STEP
4
CPSA’s Sales Knowledge Centre helps you manage your sales success with instant access to a wealth of sales articles, information, and downloadable resources. Whether you’re looking for answers to a sales question, new coaching or management techniques, or resources to share with your team, our Knowledge Centre has all the information you need in one place. Browse through www.cpsa.com/knowledgecentre and subscribe to our newsletter
CPSA’s Online Publications Whitepapers, E-books, and Resources Download digital resources, guides, and tools that give you an in-depth look at particular sales tactics and management practices. Keep these guides on-hand as reference tools or share with your team as points of discussion and the basis for improvement. • The No-Brainer Linkedin Sales Guide • The Conversion Aversion Flowchart
Additional Online Resources Sales Articles Our articles give you in-depth insight into the best and latest sales practices that you can apply directly to your business and share with your team to drive results. Easily search through our database by keyword or browse by category for timely articles on: • Selling skills and strategies
• 5 Secrets to Better Business Development
• Account management and client retention
• How to Differentiate your Company from the Competition
• Sales force management and leadership
• Sales team recruitment and development
Sponsored by
Sales Connexion E-Newsletter
Member-exclusive Publications • Sales Management Manual Covering all aspects of being an effective leader, this guide will serve as a comprehensive reference tool for your management team. Topics include: sales force staffing, compensation, motivation, effective sales leadership, sales performance management, and more. • Guide to Vehicle Costs and Policies Gain detailed insights into various vehicle expense and reimbursement models for businesses. • Guide to Sales Employment and Agents’ Agreements
This guide takes you through the various aspects of hiring and working with independent sales agents, including defining and terminating the employee relationship, as well as drafting agreements and contracts.
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Get our latest sales articles, tips, resources, special promotions, sales job openings, and more, right to your email inbox, twice monthly.
Employment Resources Whether you’re looking for a new career for yourself or to hire and maintain a competitive sales team, we’ve got the resources you need. • Employer and career-seeker resources • Online sales compensation reports • SalesJobsCanada.com – niche job board • Psychometric assessment tools
Ask a Sales Expert We’ve compiled the answers to the most frequently-asked sales and business questions. Browse through the full list, or ask your own question by emailing AskanExpert@cpsa.com www.cpsa.com/knowledgecentre
www.cpsa.com/training SalesSuccess@cpsa.com 1.888.267.2772 (CPSA)
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CPSA Member Savings Programs CPSA understands that your expenditures are unique and constantly changing. That’s why CPSA members can customize their member benefits to take advantage of only the programs they need. Saving on all your expenses can be simple with the member savings programs below. Not a CPSA member yet? Visit www.cpsa.com/signup
Auto Save Pro
• SAVE UP TO 60% + value added amenities at over 1,000 major hotels in Canada and the U.S.
• SAVE UP TO 30% on car rental rates + no kilometre charges in most major cities with Avis, Budget, Enterprise, Hertz, and National
• SAVE 25% at Park’N Fly locations across Canada
• SAVE on fuel and car washes with Petro-Canada and Shell
• SAVE 10% on Business and Economy fares with Via Rail
• SAVE $100 on automatic Mileage Logging with Odotrack
• SAVE on Worldwide Air Medical Evacuation with AirMed
Business Save Pro • SAVE on cell phones and data plans with Bell Mobility and Rogers Wireless • SAVE 50-70% on roaming charges compared to the world rates and plans of all major carriers with eMobile • SAVE UP TO 35% on selected FedEx and UPS services
Insurance Save Pro GET THE BEST RATES with Manulife Financial, Cornerstone Insurance Brokers, and Reliable Life on the insurance products you need to keep you protected: • Home
• Health and Dental
• Auto
• Life
• Business
• Critical Illness
• Travel
• Disability
Continually Develop
Travel Save Pro
4 STEP
All the savings you need – one convenient benefits program
• SPECIAL RATES for VISA, MasterCard, and Interac fees with Chase Paymentech • SAVE 50% on sales job postings with SalesJobsCanada.com • SAVE UP TO $200 on CPSA sales training courses • SAVE UP TO 20% on psychometric assessments
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Here’s What Others Are Saying About Our Training and Certification Program “Strategic Account Management is a superior course. I have attended many sales courses but the tools and delivery were so generic that I couldn’t apply them to my specific business. This course gave me the tools I need to succeed—great job!” L. Engleson, CGGVeritas
“Not only did this program strengthen my areas of sales weakness, it helped to reaffirm the good habits I already formed. Our group has kept in touch and the ability to communicate with sales professionals in other industries has been a great comfort. My CSP designation has earned me recognition with my peers and customers.”
“The Professional Selling course is essential training to develop the building blocks for a successful sales career. Learn the material, integrate it into your daily routine and watch your sales career take off!”
L. Bonn, CSP, Pow Laboratories Inc.
M. Gomes, Traffic Tech Inc.
B. Dennis, Bill Dennis & Associates
“As a result of the Professional Selling program, I set up a meeting with one of my clients, applied the 8-step Consultative Selling approach and landed a $25,000 sale along with the opportunity to present our partnership program for next year.”
“As a seasoned sales professional, you sometimes believe you have heard or seen all the sales training there is. Professional Selling helped me identify my hidden bad habits and define a better sales process. I am excited to sell again.”
B. Corrin, Tenaquip Ltd.
L. Schonewille, Regional Sales Manager, McKesson APS
“Effective Negotiating Strategies was full of ready-to-use, practical information. A must have course for all professionals.”
“Achieving my CSP designation through the CPSA program has been invaluable as it relates to both my sales career and my personal life. I have applied the various principles and processes which substantially increased my sales productivity! I am more focused and goal-oriented. My ability to communicate and listen to my customer has improved. L. Lang, CSP, Business Development Coordinator, Chamber of Commerce Brantford-Brant
facebook.com/ CanadianProfessionalSalesAssociation twitter.com/CPSA linkedin.com Canadian Professional Sales Association Group plus.google.com Canadian Professional Sales Association
www.cpsa.com/training SalesSuccess@cpsa.com 1.888.267.2772 (CPSA)
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