Sign Up Now

And receive a free copy of Why Sales People Fail

Name:
E-mail:

Quote I started to work with Iain four months ago after hearing about Sandler Sales training from an eNewsletter. The sales system is incredible and Iain as a trainer/coach has been great. We have worked together on a two day course and then we work 2 hours every week. The Sandler systems promises you will save a lot of time, not waste time chasing poor appointments and most important that you will cut down dramatically the number of proposals that you do whilst still winning the business. What can I say - I laughed when I read that as we always have to to a lot of proposals and sure enough we have now won a lot of business without doing the proposals. The Sandler system is great but it really helps that we have a trainer like Iain who takes the interest in our business and delivers quality training and advice. Quote

Grahame Anderson - Managing Director, Toltech

Edinburgh Institute Business School

Postgraduate Certificate in Management Practice - Sales
You learn.  You do.  You succeed.

Postgraduate Certificate in Management Practice - SALES is an exciting new programme delivered in concert by The Edinburgh Institute (Edinburgh Napier University) and Sandler Training for Sales Professionals, to engage in
ongoing learning and development throughout their Professional Selling Career.
Using the Sandler renowned ongoing reinforcement and holistic methodology, this programme will help Business
Owners, Directors, Sales Managers, Salespeople, Professionals and Account Managers to take control of
and master the sales process for continuous sales.

REASONS TO TAKE THIS PROGRAMME
1. Ongoing Reinforcement
Traditional sales training programmes teach a method of traditional and standard selling, hammer it home, and leave it at that. The trainees must practice and  apply the techniques on their own. 
2. The Methodology Overview:
In essence, the Sandler approach to sales development is a holistic one that breaks a lot of the conventional selling rules but produces better results.  Sandler works not only with developing appropriate sales techniques, but also on the attitudes and behaviours that if not dealt with are often the reasons for why sales performance, results and improvement remains elusive.
3. Academic Credit
This programme can also be undertaken as a non accredited programme.


THE DETAILS
The programme will be delivered in three major stages:
Stage One: Evaluation [Pre programme]
Many companies rush into sales training without first evaluating if the people concerned are trainable. In
order to protect your investment and our track record of success, all candidates are pre-screened before entry
onto the programme. The assessment tools will not only examine core competencies necessary for success, but
also examine the way people think, behave and apply skills in the work environment.
Stage Two: Foundation Programme [2 Days]
The Foundation programme provides the initial step in developing and reinforcing effective and efficient Sandler sales development skills, attitudes and behaviours. The meetings are interactive in nature and include time to apply the training to real-world selling situations. Each session is focused on a specific area to support an overall effectiveness in sales, from a
systematic sales system, to prospecting, qualifying, presenting, and closing.
Stage Three: Ongoing Reinforcement Programme
(Weeks 7 – 52)
Changing habits and thought patterns with prospecting, closing, pricing, growing and retaining clients is not a one time event.

The Reinfocement consists of five major components for each delegate:
• Component One: 3-4 x Group Training & Coaching Sessions per month (2hrs per session)
• Component Two: Individual Coaching — On request, booked 2 weeks in advance
• Component Three: Weekly Accountability Coaching Calls (5 mins per call)
• Component Four: On-going Reinforcement materials (Books, CD’s and Assessments)
• Component Five : Support available via email and telephone with a maximum 24 hour response time.

LEARNING APPROACHES
Traditional sales training programmes teach a method of traditional and standard selling, hammer it home, and leave it at that. The trainees must practice and apply the techniques on their own. They may progress initially with some success; however, a few weeks or months later, they are usually back to where they were when they started the training. Sandler’s unique philosophy of Ongoing Reinforcement sets it apart from the typical offering of short term or one-time sessions, with little or no follow up. The Academy works with ongoing reinforcement to bring about incremental change that actually lasts offering group training, continuous coaching, peer to peer support, assessments, development plans and reinforcement material.


YOUR TIME
This part-time programme is designed to fit around your full-time job. In addition to the 3 stages and 5 major components explained above, there will be a briefing session based at Edinburgh Napier University Craiglockhart Campus where you will be introduced to your personal Learning Coach from the Edinburgh Napier University Business School who will be assigned
to you for the duration of the Programme. There will be opportunities to meet with/ and or contact your Edinburgh
Institute - SALES Learning Coach.

The assessments details are as follows:
1. Portfolio (accounts for 40%): You are required to prepare a Portfolio (of maximum 4,500 words) on what you do on the Sandler Sales Training course both in and out of the workshops, why and how this course meets your development
needs and the development needs of your organisation.
2. Report (accounts for 40%): You are required to prepare a Report (of maximum 4,500 words) that demonstrates and evidences application of learning toyour practice; what you did, why and how?                                                                                    3. Presentation (accounts for 20%): You are required to prepare and deliver a Presentation which communicates and evaluates your learning and its application. You will be graded either PASS or FAIL for each of the three assessments. Once completed you will be awarded 60 academic credits which can go towards an Edinburgh Napier University Masters
Degree.

DATES
The programme has various start dates throughout the year. Please ask for details.

ENTRY REQUIREMENTS
You will be employed in the field of sales and keen to develop your sales and personal development skills.  You will be expected to hold an Honours degree and have several years work experience, although other qualifications will be considered on an individual basis.

To learn more about Edinburgh Napier Sales Academy please click on the image below.