Develop the Skills that Matter in a Shorter Time with FuelPacks


FuelPacks are self-contained content for each competency measured in our salesperson and sales leader assessment. Each competency is compiled of 7-12 different attributes or components. Through FuelPacks, you can easily find the competency that you are looking to improve and access the content from anywhere in the world at any time. This will allow you to get back into the field as quickly as possible and practice the skills learned.

There are a multitude of skills addressed within the FuelPacks for both sellers and leaders to elevate themselves and their teams. To find out more information, see each FuelPack below.

Talk to an expert today to find your current Sales Readiness Score and see how FuelPacks can help you stand apart from your competition.

Salesperson Excellence Series





Hunting

Hunting is a critical skill for any seller responsible for generating new business. Whether hunting for new accounts or hunting within an account, hunting provides a steady flow of new top of funnel pipeline. Unfortunately, only 41% of all sellers are strong in the Hunting competency. This course helps a seller improve their ability to prospect for new business. It addresses at 12 hunting attributes including making cold calls, limiting beliefs about cold calling, reaching decision-makers and filling their pipeline.

Learning outcomes include:

  • Understand how to apply the mechanics and fundamentals of “Hunting” 
  • How to Apply a multi-modal strategy for prospecting
  • How to implement the SOLVE Model to identify a good fit 
  • How to be strategic about prospecting activities 

What’s included

  • 1 course
    • 4 Modules
    • 10 Knowledge Check Questions
    • 1 Interactive Activity
    • 1 Case Study
    • 1 Assessment

The average time it takes to complete this course is 25 minutes

For a deeper dive into the Hunting competency click here: Are You a Hunter or a Farmer?





Reaching Decision-Makers

Data science shows that salespeople who reach actual decision makers are 341% more likely to close the business. And to prove the validity, just 15% of the bottom half of all salespeople can do this effectively. This course focuses on building your relationships with decision makers. Here, you will explore strategies to identify and develop a multi-modal contact cadence to connect with the decision makers. You will also learn to create relationships with the gatekeepers to reach the decision makers. It will help you prioritize the customers and their outcomes by actively seeking out challenges you can help them solve.

Learning outcomes include:

  • Identify and research decision makers to better understand their needs and priorities
  • Increase response rates with tailored messaging to address specific decision makers and their concerns
  • Develop a multi-modal contact cadence
  • Develop beneficial relationships with gatekeepers blocking access to decision makers

What’s included:

  • 1 course
    • 5 Modules
    • 7 Knowledge Check Questions
    • 3 Interactive Activities
    • 1 Assessment

The average time it takes to complete this course is 25 minutes

For more information about the Getting to Decision-Makers competency, read this blog post: The “Reaching Decision-Makers” Competency and The Gatekeeper





Relationship Building

This is a key skill for sellers to adopt if they are going to be able to sell consultatively. And it’s that consultative selling approach that allows the salesperson to find those compelling reasons why a person would buy your company’s solutions. This course focuses on building relationships with customers and understanding customers' mindsets. Here, you will get to know a 360 Customer view that will help you prepare and present customized solutions. It will help you understand customers' behavioral styles to anticipate better how to craft a successful relationship with your customers.

Learning outcomes include:

  • Identify different behavioral styles
  • Understand and cater to organizational functions
  • Detect and influence customers in various decision-making roles
  • Overcome neutral, negative, or detractor mindsets

What’s included:

  • 1 course
    • 6 Modules
    • 21 Knowledge Check Questions
    • 1 Interactive Activity
    • 1 Scenario
    • 1 Assessment

The average time it takes to complete this course is 25 minutes

For more information about the Relationship Building competency, read this blog post: The Relationship Building Competency and Selling Consultatively





Consultative Selling

This course creates an outline for understanding to what degree a salesperson takes a consultative approach to selling. Throughout this program, you will come across various models to uncover customer needs and prepare yourself prior to a discovery conversation, which will help you gain customers’ trust and be their trusted advisor.

Learning outcomes include:

  • Build trust with customers by intentionally demonstrating credibility, reliability, and authenticity while asking tough questions
  • Align yourself with customers by learning about what is important to them using the SOLVE model
  • Uncover the customers’ reasons to buy while strengthening your relationship as a partner and thought leader by using questioning techniques that focus on the customers’ outcomes and needs

What’s included

  • 1 course
    • 5 Modules
    • 6 Knowledge Check Questions
    • 1 Interactive Activity
    • 1 Case Study
    • 1 Assessment

The average time it takes to complete this course is 25 minutes

For more information about the Consultative Selling competency, read this blog post: What’s the Difference Between Transactional and Consultative Selling?





Selling Value

This course creates an outline for enhancing your ability to sell value throughout the sales process and become a trusted advisor to your customers. Throughout this program, you will come across various methods to sell value-based solutions to your customer during various milestones of the sales process.

Learning outcomes include:

  • Prepare for and conduct a value-focused conversation
  • Guide the customer on a meaningful and structured sales journey
  • Ask difficult questions to uncover the compelling problems you can help your customer solve
  • Define why they will buy while avoiding assumptions
  • Communicate value over price by demonstrating how your solutions solve your customer’s problems and quantify the benefit

What’s included

  • 1 course
    • 5 Modules
    • 7 Knowledge Check Questions
    • 1 Interactive Activity
    • 1 Assessment

The average time it takes to complete this course is 25 minutes

For more information about the Selling Value competency, read this article: BCI Insights: How Do You Sell Value in a Recession?





Qualifying

Qualifying is a key component for focusing sales efforts and gaining more wins. Over 79% of the top 10% of sales performers have this skill, while only 26% of the bottom 10% of performers possess this ability.

Learning outcomes include:

  • Leverage the SOLVE model for effective qualification
  • Lead a comprehensive discovery conversation
  • Qualify customers that are a good fit for your products and services

What’s included

  • 1 course
    • 6 Modules
    • 9 Knowledge Check Questions
    • 3 Interactive Activities
    • 1 Assessment

The average time it takes to complete this course is 25 minutes

For more information about the Qualifying competency, read this blog post: The Qualifying Competency – Uncovering Client Budgets





Presentation Approach

To paraphrase Alan Hall, a contributor for Forbes, the goal of any business is to make money, but that objective is easier to reach when we listen to customers and understand their needs. The best way to do this is by listening to what they tell us, actively seeking their point of view, asking questions, conducting surveys, and getting specific. Often, during a conversation, a customer will divulge information that is vital to your overall success. The challenge many sales professionals face is that we fail to give the customer the opportunity to voice their needs, concerns and desired outcomes and, instead, jump straight into our sales pitch. We don't realize that we could be leaving opportunities on the table when we present our solutions too quickly. This competency will help you close more deals by strengthening your sales presentation approach. It will help identify if you are presenting solutions at the right time, to the right people, and for the right reasons.

Learning Outcomes Include: 

  • Know your audiences’ personal and organizational needs
  • Engage the audience with a powerful opening
  • Address the audiences’ needs and outcomes within the body of the presentation
  • Close the presentation with a compelling call to action that moves the sale forward

What’s included:

  • 1 course
    • 5 Modules
    • 4 Knowledge Check Questions
    • 3 Interactive Activities
    • 1 Assessment

The average time it takes to complete this course is 25 minutes

For more information about the Presentation Approach competency, read this blog post: Landing the Catch: Why Starting Strong Matters in Presentations





Closing

This program creates an outline for having a profound impact on your ability to close the sale with confidence. Throughout this program, you will come across various methods and insights to time your request to close confidently and at the appropriate time.

Learning Outcomes Include:

  • Accelerate the decision-making process
  • Stay in the moment and overcome objections
  • Negotiate the agreement
  • Close the Sale

What’s included:

  • 1 course
    • 5 Modules
    • 4 Knowledge Check Questions
    • 1 Case Study
    • 1 Interactive Activity
    • 1 Assessment

The average time it takes to complete this course is 25 minutes

For more information about the Closing competency, read this blog post: The Closing Competency – Why Most Sellers Score So Low





Embracing Sales Technology

Welcome to Sales Technology Fundamentals. As you go through the learning content, you will be able to ensure your sales team is prepared to embrace the new technology culture to improve and enhance their sales process by reinforcing the importance of:

  • Consistent and effective use of a CRM system
  • Mastery of Social Selling
  • Video proficiency

What’s included:

  • 1 course
    • 5 Modules
    • 6 Knowledge Check Questions
    • 2 Interactive Activities
    • 1 Assessment

The average time it takes to complete this course is 25 minutes

For more information about Embracing Sales Technology, read this blog post: Mastering The Sales Technology Competency





Milestone-Centric Sales Process

Birthdays, anniversaries, and holidays are all milestones. Milestones can define a significant event, identify targets that need to be reached on the way to achieving a goal and measure progress made. As sellers, our goal or destination is to close the sale. A milestone-centric sales process helps us ensure we are moving in the right direction by marking the progression of our prospective buyer from one stage to the next by achieving very specific milestones within each stage of the sales process. The best salespeople are 94% more likely to have and follow a milestone centric sales process. Further, companies lacking the appropriate milestones in its sales process have win rates below 15% compared to companies who have customized processes that are optimized with predictive analytics or scorecards have win rates greater than 80%. This course is designed to help you understand the key milestones you need to achieve at each step in the sales process in order to shorten the sales cycle and enhance your ability to close the sale.

Learning Outcomes Include:

  • Use a predictive scorecard to determine likelihood for success
  • Identify the milestones within the sale process
  • Leverage crucial techniques to move the prospect from one stage to the next

What’s included:

  • 1 course
    • 7 Modules
    • 9 Knowledge Check Questions
    • 4 Scenarios
    • 2 Interactive Activities
    • 1 Assessment

The average time it takes to complete this course is 25 minutes

For more information about the Milestone-Centric Sales Process competency, read this blog post: The Milestone-Centric Sales Process Competency – Improve Your Revenue by 18%!





Staying in the Moment

Welcome to the course on Staying in the Moment. This course will help you to:

  • Recognize and address stress behaviors
  • Prepare to deal with customer interactions without any hassle
  • Boost resilience to help decrease the negative impacts of stress

What’s included:

  • 1 course
    • 5 Modules
    • 11 Knowledge Check Questions
    • 2 Interactive Activities
    • 1 Assessment

The average time it takes to complete this course is 25 minutes.

For more information about the importance of staying present and listening, read this blog post: Overcome Indifference By Listening Instead of Selling





Handles Rejection/Doesn't Need Approval

Welcome to the course on Handles Rejection and Doesn't Need Approval. This course will help you to:

  • Develop resilience
  • Reflect and improve from rejection
  • Overcome objections

What’s included:

  • 1 course
    • 5 Modules
    • 11 Knowledge Check Questions
    • 3 Interactive Activities
    • 1 Case Study
    • 1 Assessment

The average time it takes to complete this course is 25 minutes.

For more information about the Doesn't Need Approval/ Handles Rejection competency, read this blog post: Defining Selling Competencies and Data – Part II

Sales Manager Excellence Series





Coaching

This course focuses on the importance of a dynamic and structured sales coaching. Here, you will come across various coaching models to ensure a suitable approach towards your employees. You will also learn to develop a coaching mindset and implement suitable behaviors to provide motivation to your employees.

Learning outcomes include:

  • Understand the importance of sales coaching
  • Develop a coaching mindset resulting in improved behaviors
  • Recognize successful ways to motivate your employees
  • Demonstrate an effective and structured approach to feedback and coaching

What’s included:

  • 1 course
    • 4 Modules
    • 7 Knowledge Check Questions
    • 3 Interactive Activities
    • 2 Scenarios
    • 1 Assessment

The average time it takes to complete this course is 25 minutes





Relationship Building

This is a key skill for sellers to adopt if they are going to be able to sell consultatively. And it’s that consultative selling approach that allows the salesperson to find those compelling reasons why a person would buy your company’s solutions. This course focuses on building relationships with customers and understanding customers' mindsets. Here, you will get to know a 360 Customer view that will help you prepare and present customized solutions. It will help you understand customers' behavioral styles to anticipate better how to craft a successful relationship with your customers.

Learning outcomes include:

  • Identify different behavioral styles
  • Understand and cater to organizational functions
  • Detect and influence customers in various decision-making roles
  • Overcome neutral, negative, or detractor mindsets

What’s included:

  • 1 course
    • 6 Modules
    • 21 Knowledge Check Questions
    • 1 Interactive Activity
    • 1 Scenario
    • 1 Assessment

The average time it takes to complete this course is 25 minutes

For more information about the Relationship Building competency, read this blog post: The Relationship Building Competency and Selling Consultatively





Motivating

This course creates an outline for creating self-motivation so that your team will be able to pilot their own plane and fly it to their final destination by using self-motivation as their fuel. Throughout this program, you will come across various tools, strategies, and opportunities that you can leverage to master motivational outputs effectively.

This series shows how to create self-motivation so that your team will be able to pilot their own plane and fly it to their chosen destination by using self-motivation as their fuel. Throughout this program, you will learn when to implement various tools, strategies, and opportunities to master motivational outputs effectively.

Learning outcomes include:

  • Motivate different levels of sales performers
  • Capitalize on motivational opportunities
  • (Communication, Meetings, Team Activities, Rewards, Milestones and Training)
  • Balance the roles of Manager, Coach, and Leader to motivate the team using the LEEP Model

What’s included:

  • 1 course
    • 4 Modules
    • 9 Knowledge Check Questions
    • 2 Interactive Activities
    • 1 Assessment

The average time it takes to complete this course is 25 minutes

For more information about the Motivating competency, read this blog post: Motivation – A Multi-Sided Story"





Pipeline Management

This course creates an outline for sales managers to ensure their sales teams always have a full pipeline with viable opportunities. Throughout this program, you will come across various tools needed to manage your sales teams' pipeline performance.

Learning outcomes include:

  • Determine Pipeline Sufficiency
  • Assess Pipeline Health
  • Move deals through the pipeline with coaching

What’s included:

  • 1 course
    • 4 Modules
    • 4 Knowledge Check Questions
    • 1 Interactive Activity
    • 1 Scenario
    • 1 Assessment

The average time it takes to complete this course is 25 minutes





Closing

This program creates an outline for having a profound impact on your ability to close the sale with confidence. Throughout this program, you will come across various methods and insights to time your request to close confidently and at the appropriate time.

Learning Outcomes Include:

  • Accelerate the decision-making process
  • Stay in the moment and overcome objections
  • Negotiate the agreement
  • Close the Sale

What’s included:

  • 1 course
    • 5 Modules
    • 4 Knowledge Check Questions
    • 1 Case Study
    • 1 Interactive Activity
    • 1 Assessment

The average time it takes to complete this course is 25 minutes

For more information about the Closing competency, read this blog post: The Closing Competency – Why Most Sellers Score So Low





Embracing Sales Technology

Welcome to Sales Technology Fundamentals. As you go through the learning content, you will be able to ensure your sales team is prepared to embrace the new technology culture to improve and enhance their sales process by reinforcing the importance of:

  • Consistent and effective use of a CRM system
  • Mastery of Social Selling
  • Video proficiency

What’s included:

  • 1 course
    • 5 Modules
    • 6 Knowledge Check Questions
    • 2 Interactive Activities
    • 1 Assessment

The average time it takes to complete this course is 25 minutes

For more information about Embracing Sales Technology, read this blog post: Mastering The Sales Technology Competency





Milestone-Centric Sales Process

Birthdays, anniversaries, and holidays are all milestones. Milestones can define a significant event, identify targets that need to be reached on the way to achieving a goal and measure progress made. As sellers, our goal or destination is to close the sale. A milestone-centric sales process helps us ensure we are moving in the right direction by marking the progression of our prospective buyer from one stage to the next by achieving very specific milestones within each stage of the sales process. The best salespeople are 94% more likely to have and follow a milestone centric sales process. Further, companies lacking the appropriate milestones in its sales process have win rates below 15% compared to companies who have customized processes that are optimized with predictive analytics or scorecards have win rates greater than 80%. This course is designed to help you understand the key milestones you need to achieve at each step in the sales process in order to shorten the sales cycle and enhance your ability to close the sale.

Learning Outcomes Include:

  • Use a predictive scorecard to determine likelihood for success
  • Identify the milestones within the sale process
  • Leverage crucial techniques to move the prospect from one stage to the next

What’s included:

  • 1 course
    • 7 Modules
    • 9 Knowledge Check Questions
    • 4 Scenarios
    • 2 Interactive Activities
    • 1 Assessment

The average time it takes to complete this course is 25 minutes

For more information about the Milestone-Centric Sales Process competency, read this blog post: The Milestone-Centric Sales Process Competency – Improve Your Revenue by 18%!





Staying in the Moment

Welcome to the course on Staying in the Moment. This course will help you to:

  • Recognize and address stress behaviors
  • Prepare to deal with customer interactions without any hassle
  • Boost resilience to help decrease the negative impacts of stress

What’s included:

  • 1 course
    • 5 Modules
    • 11 Knowledge Check Questions
    • 2 Interactive Activities
    • 1 Assessment

The average time it takes to complete this course is 25 minutes.

For more information about the importance of staying present and listening, read this blog post: Overcome Indifference By Listening Instead of Selling





Accountability

Welcome to Accountability Fundamentals. As you go through the learning content, you will be able to:

  • Create a culture of accountability
  • Establish clear goals and expectations
  • Enable and empower sellers using the 9 Disciplines

What’s included:

  • 1 course
    • 4 Modules
    • 1 Knowledge Check Question
    • 2 Interactive Activities
    • 1 Assessment

The average time it takes to complete this course is 25 minutes.

For more information read this blog post: 4 Essential Keys to Behavior Change in Sales

*OMG Blog





Recruiting Fundamentals

Welcome to Recruiting Fundamentals. As you go through the learning content, you will be able to:

  • Use the SPEC Model to develop an effective job description
  • Use effective interviewing techniques
  • Conduct a fair applicant evaluation

What’s included:

  • 1 course
    • 4 Modules
    • 3 Knowledge Check Questions
    • 4 Interactive Activities
    • 1 Assessment

The average time it takes to complete this course is 25 minutes.

For more information read this blog post: Using Data to Drive Hiring, Onboarding, and Training Decisions





Fundamentals of Creating a Team Focus

Welcome to Fundamentals on Creating a Team Focus. As you go through the learning content, you will be able to:

  • Focus on self
  • Focus on the team
  • Focus on the organization and wider world

This Series Includes:

  • 4 Modules
  • 4 Knowledge Check Questions
  • 2 Interactive Activities
  • 1 Assessment

The average time it takes to complete this course is 25 minutes.

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