Bespoke Learning & Development Programmes

Here at the Greater London Business School, we believe in delivering, high-quality awards, certificates, and diplomas to help individuals and business reach goals and targets.

We are pleased to present our brand new bespoke packages. Our packages can consist of a combination of the 91 accredited courses. This bespoke learning can be enhanced in conjunction with our 1-2 day Professional Sales and Management courses.

Packages can be mixed and matched to suit the customer’s needs.

Case Study 1 – Level 3 Bespoke Programme

There are 2 ISM Award Qualifications available in this package:

 Single-unit awards to mix and match.
  • Sales Pipeline Management
  • Prospecting For New Business
  • Planning To Professional Development
  • Using Marketing Information For Sales
  • Understanding Influences On Buyer Behaviour
  • Handling Objections, Negotiating & Closing Sales
  • Preparing & Delivering A Sales Presentation
  • Understanding Customer Segmentation & Profiling
  • Time & Territory Management For Sales People
  • Understanding Sales & Marketing Organisations

One Professional 1-2 day Qualification available in this package:

 Professional courses to mix and match.
  • Change Management
  • Creative problem solving and decision-making
  • Lead, Motivate & Inspire
  • Managing people
  • Sales Manager
  • Professional Selling Skills
  • Sales Territory Planning And Routing
  • Train The Trainer

Program Recommendation

Case Study 1

Organisational Challenge – Declining revenues for 2 years in succession due to lack of new business acquisition in a commoditised market, the sales team were more focused on account management and customer service than new business acquisition, the challenge was to develop a sales team that could focus on new business acquisition, maintain client relationships while filling and managing pipeline opportunities effectively.

A sales pipeline is a system that allows you to track opportunities at each stage of the sales cycle from identification of prospect through to closing the deal. By managing your sales pipeline you can clearly identify all sales opportunities and at what stage of the sales cycle your prospects are at.
 
It is useful to think of your sales pipeline as a funnel where you have unqualified sales prospects at the top and many steps later customers emerge from the bottom of the funnel. As you progress prospects through the funnel the numbers will decrease. You will be able to calculate how many prospects you need at each stage in order to reach your conversion target at the end. The funnel needs to continuously maintain minimum numbers at each stage to reach the required target.

  
Many sales people fall into the trap of talking too much. They just can’t wait to tell customers all about the features or benefits their product/service will bring or how great their company is without first understanding the needs and desires of the customer which is not the best approach to selling.
 
This two day extensive sales training program will guide participants towards uncovering the “Right” skill set and mind set a professional sales person should possess. From controlling conversations with customers to asking the right questions to uncover customer’s needs, this program will enhance sales staff’s ability to connect better with customers, overcome objections and close the sale confidently and effectively delivering commercial and sales objectives.
  
Powerful sales questioning technique :
The core of this program teaches a more effective and more professional sales approach that primarily depends on asking a series of questions in a specific order that will enable you to find out your customer needs and not only uncover problems, but also ask questions that make the customer realize that the problem he has been chugging along with comfortably is now too big to ignore.
 
Selling to different personality types :
Moreover, Many salespeople also have a single, preferred style of selling and find it difficult to sell to different types of buyers. They use a strategy of making friends with customers and while this works sometimes, there are certainly buyers out there who just don’t like this approach at all. Part of this program will focus around dealing with different personalities of buyers and how taking this into consideration and adopting a slightly different approach with each customer will help you be more successful and close more sales.

Successful sales staff are those who are always aware of the need for expanding their list of qualified prospects. The ability to locate new prospects is therefore a fundamental sales skill.
 
The first step in your action plan will be identifying your prospecting criteria i.e. who do you want to do business with? You will be either identifying a business or individual. Each organisation will have its own list of criteria that it will measure potential customers against. These criteria will allow you to manage your time more efficiently and increase your chances of turning a prospect into a profitable customer.

  • Online Learning

  • In House Learning

  • Leadership Center Learning

  • Duration: 18-24 weeks

Enquire About A Bespoke Package

Case Study 2 – Level 4 Bespoke Programme

There are 2 ISM Award Qualifications available in this package:

 Single-unit awards to mix and match.
  • Managing Responsible Selling
  • Understanding Segmentation, targeting and positioning
  • Managing a sales team 
  • Operational sales planning
  • Sales negotiations
  • Analysing the marketing environment
  • Finance for sales managers
  • Writing and delivering sales proposals

One Professional 1-2 day Qualification available in this package:

 Professional courses to mix and match.
  • Change Management
  • Creative problem solving and decision-making
  • Lead, Motivate & Inspire
  • Managing people
  • Sales Manager
  • Professional Selling Skills
  • Sales Territory Planning And Routing
  • Train The Trainer

Program Recommendation

Case Study 2

Organisational Challenge –  As part of human resources on going review of learning and development objectives, the decision was made to invest in an already successful sales team to develop an awareness of other functions while increasing their knowledge in sales. The challenge was to enhance the knowledge of an already experienced team in not just their area of responsibility but in other areas to include fiance.

This unit aims to introduce the knowledge and skills needed to calculate profitability and also to assess customer creditworthiness with the view to formalising the terms of trade with the customer.
 
It also aims to provide the knowledge to set and manage a sales budget for a defined area of sales activity or the whole sales function. It involves knowing how to prepare, submit and agree a budget for a set operating period. It also involves knowing how to set bonuses for sales team members.

 A successful sales manager’s job is to provide clear direction and support to his/her team  enabling them to excel and develop to reach their full potential.  Sales managers often rise to this position from a successful career in sales. But the skills required of a successful sales manager are quite different than the skills of a sales person which is one of the key points that this program will be focusing on. 
This two day program will enable delegates to have a clear understanding of the successful sales manager’s responsibilities and how to become more effective in their roles in this challenging competitive business environment of today. Over the period of the course delegates will explore key leadership skills as well as the essential sales managerial skills needed for them to effectively forecast and implement effective sales plans, motivate, monitor and evaluate the performance of their people and provide the required direction and support ensuring measurable sales results from their sales teams.
 

This unit aims to provide the skills necessary to monitor and evaluate trends and developments inside and outside the organisation that impact on business and sales activities. The unit covers the need to identify and prioritise the strengths and weaknesses of the organisation and the opportunities and threats it faces, and to recommend actions to address the impact on the sales function.

  • Online Learning

  • In House Learning

  • Leadership Center Learning

  • Duration: 18-24 weeks

Enquire About A Bespoke Package

Case Study 3 – Level 5 Bespoke Programme

There are 2 ISM Award Qualifications available in this package:

 Single-unit awards to mix and match.
  • Understanding & Developing customer accounts
  • Understanding the integrated functions of sales & marketing
  • Sales forecasts & targeting
  • Leading a team
  • Motivation and compensation for sales teams
  • Coaching and mentoring
  • Designing, planning and managing sales territories
  • Analysing the financial potential and performance of customer accounts
  • Relationship management for account managers
  • Bid and tender management for account managers 
  • Developing a product portfolio

One Professional 1-2 day Qualification available in this package:

 Professional courses to mix and match.
  • Change Management
  • Creative problem solving and decision-making
  • Lead, Motivate & Inspire
  • Managing people
  • Sales Manager
  • Professional Selling Skills
  • Sales Territory Planning And Routing
  • Train The Trainer

Program Recommendation

Case Study 3

Organisational Challenge – Sales Forecasting off by double digit percentage against budget, sales force not achieving targets with the most recent employee survey stating employees feel they are not being developed. Challenge was to ensure forecasting accuracy was within 3% and budget alignment across all sales management, with a heightened focus on a coaching culture to enhance employee engagement.

This unit aims to provide understanding of the principles of coaching and mentoring, and the skills for planning, delivering a coaching or mentoring programme and for and evaluating own coaching or mentoring practice.

Packed with fun, hands-on activities, this two-day program will help you teach your class four core management fundamentals that are essential for each new line manager and supervisor. From setting clear objectives to monitoring performance to motivating your team, situational leadership and more, the program helps you teach key management concepts with a fun practice activity in each module to help you apply the concepts learned in a fun interactive manner. Additionally, as a wrap-up, participants get to practice what was learned in a skill practice role play activity as a practical review.
 

This unit aims to develop knowledge and understanding of forecasting sales and setting sales targets for your own area of responsibility
 
The unit includes how to collect and use information to develop a sales forecast, based on past and present sales data, factors which influence sales, sales trends, market conditions and product and service developments within your organisation.
You then use forecasts based upon value and volume measures to develop sales targets.

  • Online Learning

  • In House Learning

  • Leadership Center Learning

  • Duration: 18-24 weeks

Enquire About A Bespoke Package

Case Study 4 – Level 6 Bespoke Programme

There are 2 ISM Award Qualifications available in this package:

 Single-unit awards to mix and match.
  • Leading a culture for responsible selling
  • Leadership & management in sales
  • Planning & implementing sales & marketing strategy
  • Salesforce organisation
  • Sales forecasting & budgeting
  • Developing strategic relationships with major customers
  • Managing sales-related change
  • Developing & using customer insight

One Professional 1-2 day Qualification available in this package:

 Professional courses to mix and match.
  • Change Management
  • Creative problem solving and decision-making
  • Lead, Motivate & Inspire
  • Managing people
  • Sales Manager
  • Professional Selling Skills
  • Sales Territory Planning And Routing
  • Train The Trainer

Program Recommendation

Case Study 4

Organisational Challenge – A review by the CEO of the current organisation uncovered a misalignment in the corporate strategy, the employees within the organisation were unclear on how the strategy related to their functional department, poorly formulated and implemented strategy meant employees through lack of leadership were unclear on the direction. The challenge was to develop a leadership team that could formulate, implement and communicate functional level strategy while motivating and leading their teams to organisational success.

The aim of this unit is to support knowledge, understanding and skills to develop sales and marketing strategies and plans in an organisation.

The best leaders can share their vision with passion and commitment, giving their people a purpose, a challenge they are willing to embrace and carry on achieving amazing results.
This two-day activity-based training program will empower you as a leader in bringing out the best in yourself and others by exploring the most critical success factors of strong leadership that will help you bring your people together, motivate, energize and inspire them to their full potential to achieve extraordinary things.
 

The aim of this unit is to support knowledge and understanding and develop the skills necessary to provide leadership and management to the members of the salesforce.
 
You need to be aware of culture and diversity and be sensitive to the individual and corporate needs of the salesforce whilst focusing on the achievement of sales objectives.

  • Online Learning

  • In House Learning 

  • Leadership Center Learning 

  • Duration: 18-24 weeks

Enquire About A Bespoke Package