Professional Development
eLearning Series

The Prescriptive Selling series provides you with the skills necessary to sell more effectively, using proven sales process techniques. The courses in this series are focused micro-courses covering key learning skills every sales employee needs to know, including uncovering the client’s need, selling the benefit, next step selling and more.

These courses are recommended for: All employees

Building Urgency

Make a consumer feel the need to make a decision sooner than they would have without your help. This skill is not about making a sale right now; it’s about speeding up the decision timeline relative to where your client stands.

Goal & Metric Planning

This skill teaches clients how to set goals, how to measure success effectively, and how to build a detailed sales plan. An effective sales plan connects long-term goals to short-term goals.

Matching Benefits

This skill focuses on matching specific benefits to the needs you found during probing portion of the sales process. Everyone wants to sell features; you need to sell perceived or received BENEFIT.

Next Step Selling

This skill focuses on identifying the steps of a sales process and how to sell to the appropriate next step.

Objection Handling

This skill focuses on how to understand and respond to client objections to help you move closer to a sale.

Preparing for a Sale

This skill teaches clients how to plan for sales meetings, by making sure their questions and objectives are ready ahead of time.

Probing for Needs

This skill focuses on uncovering what is most important to your client, so you can sell to their specific needs. This skill includes asking the right questions, specifically when and how to ask detailed questions.

Situational Selling

This skill teaches you to tailor every individual sale and to sell in the same style as the person you’re selling to. No two sales should sound the same; if you’re the kind of person who uses memorized lines to win sales, you’re probably not winning often.

Trial Closing

This skill uses specific, purposeful questions to help you identify if someone is ready to close. Trial closing puts a consumer in a buying mindset and helps them work through a decision in live time. It also gives a sales rep confidence and guidance to close at the right time.

Upselling

This skill focuses on making and securing additional sales. It teaches clients how to lock in the next sale and how to create additional value to lock in future sales.

The Impactful Communication series provides you with communication skills necessary to interact with internal and external clients, both written and verbally. The courses in this series are focused micro-courses covering key learning skills every employee needs to know, including communication rules, effective listening, handling conflict and more.

These courses are recommended for: All employees

Assertive Behavior

So often people struggle to be assertive. Most come from preference of passive or aggressive. What is the difference? What is the tact or way to approach people where it comes off as assertive. Why is it vital to be assertive in business if it be sales, leadership or other roles. This is one of the most under utilized skills in business.

Conflict: Why is it Important

This skill teaches the communication and emotional skills needed to effectively resolve conflict. For internal purposes or for clients, you will be able to use various strategies to lead productive discussions around conflict, with the end goal of finding a solution that works for all parties.

Creating Communication Rules

Learn how to set communication rules that will help you save time with those in your organization or department. You have a destination, by ensuring that is clear and making rules as a team on how all communication channels should be treated, you gain speed as you work towards the destination.

Effective Listening

What does it mean to actually listen? This skill can be so easy to understand but so difficult to actually implement. Its not only about how the individual makes sure they are listening and seeking to understand but more importantly to ensure the other person knows that they are being listened to. Take it a step further and acknowledge that many are terrible at this skill so it can be hard to be a great listener when the person on the other side can’t reciprocate. This leads to misunderstandings, conflicts, etc. Focus on how to help people through the skill of effective listening on this module.

Graduated Learning

Graduated learning is the art of providing only a little information at a time so that the person can digest the development and learning slowly. Often, people want to reach the end result overnight. However, providing too much too quickly can overwhelm some people. By slowly working towards it and giving them only what they need to know when developing them can help ensure they get there faster.

Intro to Public Speaking

Effective public speaking skills can allow you to impact a larger number of people by leveraging your message to a larger audience. Being comfortable communicating in this manner gives you greater leverage and allows you to demonstrate your leadership to your team. What tactics can you use to ensure your message is clear, dynamic and exciting? This skill teaches you how to prepare yourself to speak to a group.

Keys to Successful Emails

How often do you receive emails that run on, lack focus or have no point to being sent? Get people bought in to your emails and messaging that will provide clear and concise communication. You will walk through how to write strong emails, when to write these emails and learn the key formats that are condusive to communicating your message.

Setting Proper Expectations

Most think performance and retention of employees come from leadership post training. The reality is that majority of the time, expectations are not set clear enough in the interview process. It is important to set expectations for the role, leadership, and future growth early and set a clear understanding about what will be tolerated.

The Personal Productivity series provides you with tips and important techniques for successfully and productively managing your time, energy and other resources to maximize achievement. The courses in this series are focused micro-courses covering key learning skills every employee needs to know, including prioritization, planning and managing a schedule, and problem solving.

These courses are recommended for: All employees

Block Scheduling

High performing individuals leverage consistent scheduling practices to ensure they’re maximizing their time and using it to full effect. By blocking off common tasks in their schedule they’re able to create scheduling rules to ensure they’re consistently being productive. How do you help clients build a consistent schedule that captures their key events while leaving enough slush time for them to incorporate new activities?

Email Management

Do you often feel that emails keep coming in, some get lost or dropped and often its hard to prioritize them. Emails have gone from a technology innovation that helped communicate to one of the biggest time sucks and distraction. Walk through how to track and manage your emails, how to develop rules that you follow to hold consistency and how you will convert emails into productive tasks.

Energy Management

Burn out is a real thing. How do you avoid it? Remove the feeling of being overwhelmed and follow these strong scheduling tips. Its all about picking the right times to do specific tasks that will keep your energy high and allow you to be the most productive possible

Goal & Task Prioritization

Everyone wants to be as productive as possible. Some people struggle with organizing and scheduling the day to day, but priority management is about the part before this step. This skill is about measuring and connecting the amount of time it takes to perform specific tasks and assigning them a level of priority. All of this connects to the goals and vision and allows the individual to have the “Why” they schedule a certain way.

Managing your Schedule

When you're in the moment (day or week) its important to shift within your calendar and make the most of it. It's about ensuring you achieve your goals. Walk through our time managment hacks to take advantage of what will make your your calendar easier to follow and implement.

Opportunities to Leverage

The only way to get more done is through leverage. If you’re not leveraging your time you’ll only ever be able to use the same 1440 minutes everyone else has. What tools do you use to help individuals leverage their time?

Planning your Schedule

How do you plan your schedule in a way that gives you the control but also provides the confidence in how you will achieve your quarterly, monthly, weekly and daily goals? Learn how to structure your planning systems in order to take back control of your calendar

Problem Solving

Everyone faces roadblocks — it’s how you deal with them that matters. People also often identify a symptom versus the root issue of a problem and therefore work totreat symptoms and wonder why the underlying problem keeps resurfacing. How do you get clients to dig down to find the root problem? What systematic approaches do you use to generate options to solve that problem? And how do you balance the facts and feelings around a problem to ensure you’re encompassing all the data?

Slush Time Management

How do you help clients build a consistent schedule that captures their key events while leaving enough slush time for them to incorporate new activities? Wrap up your days with no loose ends. Slush TIme Management creates the space to do so.

When to Delegate

How do you delegate tasks to increase space? Create the space you need each week through delgation, but ensure you learn the rule of when.

The Dynamic Leadership series is designed to help your employees gain the necessary skills to become an effective leader. The courses in this series are focused micro-courses covering key learning skills, including identifying key leadership qualities, how to communicate vision and employee development planning.

These courses are recommended for: All employees

Coaching to Peak Performance

Coaching is one of the four styles of leadership. It’s most well known for helping develop the skills, mindset, or confidence needed to increase both skill and commitment to a task or goal. This skill focuses on the process used to coach someone as well as the tact needed to truly make a shift in skill or paradigm for the individual being coached.

Communicating Vision

Why do you follow a leader? What gets you excited to work towards a common goal? A leader lacking vision that is clearly communicated can be the demise of a business. How do you ensure this doesn’t happen? What are the best ways to communicate the vision and how do you ensure it’s aligned on and that your team is bought in. Doesn’t matter if its a business of 2 or 2000 employees, this is such a crucial skill.

Creating Buy In

This skill focuses on obtaining support and agreement from employees for a specific end goal, so that they want to achieve that goal themselves. Learn to how to get buy-in from employees to ensure they move the ball forward.

Creating a Performance Culture

A company is ultimately measured by its results and having a culture of performance and competition can help create that tension from within. A performance culture is one where hard work is celebrated and big challenges are tackled while at the same time people are having fun with their work & feeling fulfilled in their professional lives. How do you create a team atmosphere where individual success is balanced with team success? Where have you seen teams rally together to achieve both individual as well as team success?

Developing Trust

How do you build trust with a team or employee? What are the key concepts to ensure you are earning and retaining their trust? Trust is a fundamental part of employee retention, but more important is being able to get strong performance out of the employee or team.

Effective Meetings

What makes a meeting great? This skill helps to identify when a meeting is needed and the components that make it successful (i.e., structure, participants, content).

Employee Development Planning

It is important that each employee continues to receive development on their core skills. This skill is about laying out a clear development plan; including how to set it up and structure it to ensure the employee gets the proper amount of development.

Key Leadership Qualities

This is an introductory course. It’s going to focus on the initial skills that make up strong qualities of a leader. So when you process through this, share what skills with brief descriptions help get people to leadership. Talk about general best practices when being a leader. This is a general session so don’t feel the need to go to deep, focus more on the different elements.

Key Training Principles

To train someone effectively, don’t focus on what is being trained; focus on how to approach a training plan, how to facilitate a training, how to identify the key learning styles and how you ensure the training works.

Leadership Systems

This skill focuses on the frequency and layout of consistent leadership meetings. Clients will learn to schedule and organize meetings in a way that helps them lead their team to success. Clients will learn to create an effective agenda, delegate meeting prep work effectively, and design a system to ensure that meetings work.

Leadership Through Learning Styles

Learn the different learning styles and how you may need to adapt in order to get the most out of your team and peers. You can train, you can delegate in order to move tasks and results forward. But the speed in which you can implement with those within your team will go next level when mastering learning styles.

Performance Meetings

Year-end reviews do not need to be a painful experience. This skill is about completing a performance review with an employee or even a client. Whether it be 60 days, 1 year or 10 years, it’s all about creating a frequency that makes sense. The focus of this skill should be how you encourage people to look forward to performance reviews, gain value from them and be a strong piece of the excellent culture provided within the organization.