IPS CERTIFICATE IN SALES PROCESS DESIGN

This is an entry level qualification into the ICM Diploma in Professional Selling.

Programme Aim

The aim of this programme is to enable participants to design and implement a sales process specific to their company. 

Learning Outcomes

At the end of this programme participants will be able to:-

• Contrast the approach used by professionals from the world of sports and the performing arts, with the approach used by salespeople in adopting a professional approach to developing skills
• Explain the ‘professional processes’ model used in disciplines such as sports and the performing arts
• Demonstrate understanding of how career choice can impact upon approach to professionalism
• Determine how skills are improved
• Explain how sales scripts can assist in performance improvement
• Explore and consider the role of coaches in other professions and compare this to the traditional relationship between salespeople and sales managers
• Demonstrate understanding of how sales process design can assist in:
  - quality control and setting minimum standards
  - monitoring performance
  - improving performance
• Examine and understand the elements of a standard sales process
• Display ability to adopt a recognized sales process structure based on the POWER model
• Construct a bespoke sales process for their own sales role
• Understand the key elements of a training needs analysis process

Structure

The IPS Certificate in Sales Process Design is structured as follows:

1. Pre-programme reading: Learning Unit CPS03 - Becoming a professional salesperson
2. One-day introductory workshop
3. Learning task between introductory workshop and second workshop
4. Workshop two
5. End of programme exam and simulation

Content

Element	Title	Content
1	Learning Unit CPS03 - Becoming a professional salesperson	Bite 1 – the professional game of selling Bite 2 – flexibility & adaptiveness Bite 3 – career choice dictates approach to professionalism Bite 4 – conditioning Bite 5 – the basics Bite 6 – the role of the coach Bite 7 – desire to improve
2	Introductory workshop	Review of Learning Unit CPS03 What is a sales process? Why have a sales process? What are the benefits of constructing a sales process? How do sales coaches use sales process design to improve performance? Standard sales process design Specific sales process design Training needs analysis Training solutions Skills drill using the POWER sales model Resistance to new skills
3	Learning task between workshops	Construction of a bespoke sales process for own organisation. Learning of the POWER sales model
4	Workshop two	Review of elements 1 and 2 Review and feedback for bespoke sales process
5	Exam and simulation	Formal knowledge exam Simulation of POWER sales model

 

Certification and Progression

Successful completion of the programme will result in the award of a Certificate in Sales Process Design, awarded by the Institute of Professional Selling. IPS is a global alumni membership, accreditation, and awarding body, which exists to promote professionalism in selling, by creating an environment in which sales executives, managers, leaders, coaches and trainers in sales and customer service can demonstrate their membership of the world's oldest and most important profession, via standards, behaviour, and academic achievement.

 

Students who successfully complete the IPS Certificate in Sales Process Design will be able to progress to the Higher Level ICM Diploma in Professional Selling.

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