Core Curriculum Course Descriptions

Leadership Courses

SALES MANAGEMENT and ADVANCED SALES MANAGEMENT

Length: 1-day session plus 1 day advanced sales management follow-up session for branch managers, and business unit sales leaders or target over time in brief modules.

Purpose: The objectives of this conference are to establish clear management expectations for sales management practices and to assure that every sales manager knows how to coach and manage goal-focused sales and service behavior using your preferred sales and sales management process.

This conference features skill-building in goal setting, one-on-one observation and coaching skills, communicating clear expectations for preferred selling behavior, analyzing sales reports and setting improvement goals, coaching salespeople in sales strategy, and preparing goal-focused 90 Day Action Plans for each salesperson.

FRONT-LINE COACHING

Length: 1 Day or taught over time in brief modules

Purpose: The objective of this conference is to prepare front-line supervisors to provide assertive leadership in establishing clear expectations for sales and service behavior and performance and to provide effective coaching support to front line sales and service personnel.

FRANCHISE MANAGEMENT

Length: 1 day session plus 1 day follow-up session

Purpose: The objective of this conference is to prepare managers to develop sales plans to accomplish the market objectives assigned to them for development of their branch or market franchise.

BEHAVIORAL INTERVIEWING FOR SALES AND SERVICE

Audience:All managers and personnel who conduct hiring interviews.
Length: 1 day

Purpose: Based on our validated financial industry research, the objective of this course is to teach recruiting and interviewing skills that will identify bankers who can sell and protect the organization from discrimination in hiring lawsuits. The course includes detailed interview guides for each of seven sales, service and leadership job roles plus four support department roles.

Sales and Service Courses

RETAIL SELLING

Length: 2 days or taught over time in brief modules

Purpose: The objectives of this course are to prepare participants to proactively seek sales opportunities, convert inquiries to sales, profile clients for relationship development, build the average revenue per sale through add-on selling, and retain and develop best client relationships. The goal is to help salespeople sell more in less time and to become more proactive in selling to high value clients and prospects.

REFERRAL SELLING

Length: 1 day or taught over time in brief modules

Purpose: The objectives of this course are to prepare participants to create referral opportunities, and to convert referral opportunities into referral sales through a unique sales process called "Specials Selling".

SUPPORT DEPARTMENT SERVICE QUALITY

Length: 1 Day or taught over time in brief modules

Purpose: The objectives of this conference are to prepare participants to meet the service quality expectations of clients and co-workers and to recognize opportunities for referral selling.

CONTACT CENTER SELLING

Length: 2 Days or taught over time in brief modules

Purpose: The objectives of this conference are to prepare call center consultants to meet the customer service expectations of callers on inbound calls, to initiate sales or referrals as appropriate on inbound calls, and to make proactive and client focused outbound telesales. Some modules are specific to outbound teleconsultants only.

This conference will focus on a combination of fundamental selling and service skills such as selling benefits and using questions effectively plus telemarketing and teleconsulting skills such as creating rapport by phone, qualifying callers quickly and writing client centered conversation scripts. The course will involve a high degree of practice and instructor coaching.

BRANCH TELECONSULTING

Length: 1 Day or taught over time in brief modules

Purpose: The objectives of this conference are to prepare participants to convert phone inquiries into appointments and to make proactive teleconsulting calls to sell products, to obtain appointments, to add to client profiles, and to solidify high value client relationships. The conference will include "live" calls to target clients and instructor and peer coaching and feedback.

This conference is different than other sales training conferences because it provides substantial opportunity for immediate application of skills with real clients and extensive instructor feedback and coaching. As a result, this conference has the potential to pay for itself the same day with the earnings on additional sales made during the conference.

Advanced Sales Courses

TOP PRODUCER SALES COURSE

Length: 2 days plus 1 day follow-up

Purpose: Based on Jim Schneider's book, The Sales Producers, the objective of this conference are to prepare participants to gain access to target prospects, to profile prospects to identify their best sales opportunities, to develop objectives and specific sales plans for their sales calls and best client relationships, to establish a competitive difference, and to manage movement of prospects through a multi-call sales cycle.

Based on his or her personal strengths and weaknesses as determined by supervisor input and to current specific target prospects in each participants current sales pipeline. This makes this course a great fit for salespeople in difficult top producer selling roles such as commercial banking, wealth management and mortgage origination.

RELATIONSHIP MANAGEMENT

Length: 1 Day or taught over time in brief modules

Purpose: The objective of this conference is to develop competency in profiling and using your CRM system to develop effective retention and development strategies for new and existing clients.

BUSINESS DEVELOPMENT COURSE

Length: 1 Day or taught over time in brief modules

Purpose: The objective of this course are to prepare branch managers and other personnel who have completed Retail Selling to identify prospects and to conduct business development selling beyond their current client base.

DISCIPLINED PRACTICE WORKSHOPS

Audience: Employees who have attended prior sales or referral training or who have attended a Sales Management course
Length: 4 hours for Referral Selling and one day each for Retail Selling, Coaching and Business Development

Purpose: This series of workshops are designed to reinforce prior Referral Selling, Retail Selling, Business Development, and Coaching curriculum. Workshop participants drill repeatedly on their use of fundamental skills and receive specific instructor and peer feedback to improve their performance.

Customized Workshops or Virtual Classroom Training Online

If you are interested in Schneider Sales Management, Inc. providing Virtual Classroom Training, customized workshops, or online skill certification or skill reinforcement after training contact us for details.

Training Online with laptop and headset