Overview and Courses
This five-course certificate provides sales managers with the skills needed to build an actionable roadmap for driving sales growth. Learn how to conduct micro-market analysis to find hidden and unique opportunities, discover strategies to streamline your go-to-market process to increase face time with the highest-priority clients, and focus your value proposition for higher conversion rates.
Based on the book Sales Growth: Five Proven Strategies from the World’s Sales Leaders, authored by experts at McKinsey & Company, the courses translate insights from 150 sales leaders into clear and practical guidelines for action. These tools and strategies provide a foundation in key frontline sales concepts to drive real growth in your company.
- Segmenting your customers
- Finding pockets of growth in your market
- Identifying top prospects
- Managing your sales funnel
Each topic will be reviewed in depth, giving real world examples and exercises that can be applied in your business.
- Prioritizing your accounts
- Aligning your efforts with your highest-value opportunities
- Maximize your time spent selling
Each topic will be reviewed in depth, giving real world examples and exercises that can be applied in your business.
The course Discovering Sales Growth Opportunities is required to be completed prior to starting this course.
During this course, you'll learn a set of techniques that will enable you to create a successful and specific plan for your key accounts. This course is divided into three main topics:
- Assessing your key accounts
- Tailoring your value proposition to specific customers
- Driving growth through account planning
Each topic will be reviewed in depth, giving real world examples and exercises that can be applied in your business.
The courses Discovering Sales Growth Opportunities and Getting the Most From Your Sales Efforts are required to be completed prior to starting this course.During this course, you'll learn about the life cycle of your customer relationships and how it can dictate your success—from the initial sales call stage up to advanced negotiations. The course is divided into three main topics:
- Conduct an effective sales call
- Drive value beyond price
- Negotiate to maximize value
Each topic will be reviewed in depth, giving real world examples and exercises that can be applied in your business.
These courses are required to be completed prior to starting this course:
- Discovering Sales Growth Opportunities
- Getting the Most From Your Sales Efforts
- Winning with your Key Accounts
During this course, you’ll learn the importance of having a clear blueprint for sales success. This course is divided into three main topics:
- Establish clear sales metrics, accountabilities, and targets
- Track and manage sales performance
- Coach to the sales metrics
Each topic will be reviewed in depth, giving real world examples and exercises that can be applied in your business.
These courses are required to be completed prior to starting this course:
- Discovering Sales Growth Opportunities
- Getting the Most From Your Sales Efforts
- Winning with your Key Accounts
- Sales Negotiation to Maximize Value
How It Works
- Find the right pockets of growth in your market
- Identify top opportunities
- Segment your customers to focus your search for better sales growth
- Manage and maximize your time spent selling
- Develop the skills to prioritize your accounts
- Tailor your value proposition to specific customers
- Drive growth through account planning
- Conduct an effective sales call to negotiate maximize value
- Convey an understanding of how to drive value beyond price
- Track and manage sales performance
Download a Brochure
Not ready to enroll but want to learn more? Download the certificate brochure to review program details.
- Sales Growth Certificate from Cornell Johnson Graduate School of Management
- 40 Professional Development Hours (4 CEUs)
Who Should Enroll
- Sales representatives
- Sales managers
- Account managers
- Organizational leaders who want to better understand sales team strategies
{Anytime, anywhere.}