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sales transformation services

Sales Training

Millions of sales professionals who have attended the Miller Heiman sales training programs have seen significant improvements in their close rates, lowered their cost of sales and shortened the sales cycle. Why? Because our programs focus on shifting the mind-set of your sales team so they focus on the customer.

The customer is at the centre of all of Questpoint sales training: understanding the customer forms the foundation for a consistent, transparent sales process and language, which enable you to align your teams to effectively execute on strategies for growth.

When you participate in any of our training programs, you work with real, live deals that challenge you and your organisation. Many have been won during our workshops as participants put what they are learning to an immediate test.

Why is our training relevant? Because we put the customer first - right in the heart of things. If you understand your customers and their needs you have more customers, happier customers and more lucrative, long term client relationships.

We train your sales professionals both on-site and using modern e-learning tools.

Our courses are offered as:

  • On-site programs
  • e-learning
  • Blended learning

On-site programs

A program facilitator will work with your sales organisation to understand your exact business objectives to deliver a program focused on your specific needs. Customized program materials are available for organisations that wish to incorporate their mission statement and ideologies into presentations used by program facilitators. 

What are the benefits for you?

  • Can be scheduled to fit your organisation's sales and travel schedule.
  • May be coordinated with other group sales activities to minimize travel time and expenses.
  • Provides synergy generated from all participants from the same organisation.
  • Sales experience and examples are tailored to your current sales situation and to your specific industry and company

e-learning

e-Learning programs are designed for those members of your sales organisation that support your sales force, including pre-sales, product marketing, and customer support. 

Blended learning

Miller Heiman's approach to blended learning effectively integrates e-learning technologies with traditional training methods. It provides you with the cost savings and flexibility that upper management demands. Additionally, your sales force will benefit from having access to self-paced learning that reduces loss of selling time.

Our courses

Create Opportunities

Manage Opportunities

Manage Relationships

People and Organisation

Support and Enablement

  • Sales Access Manager
    Miller Heiman Sales Process Enablement Through CRM Integration
  • Web Reinforcement 
    eLearning modules to reinforce Miller Heiman's sales processes and support adoption throughout the selling organisation

Management Execution  

  • Funnel ScoreCard®
    Opportunity Evaluation and Loss Review Process
  • Sales Benchmarking
    Benchmark sales organisation against peers, industries, and top-performing sales organisations.
  • Strategic Selling® Coaching
    Advancing Adoption of the Strategic Selling® Process
  • Conceptual Selling® Coaching 
    Driving sales process adoption through coaching to increase use of effective communication behaviours
  • Strategic Selling® Funnel Management
    Implementing Customized Funnel Management

Channel Enablement – Channel Management Development Programmes

  • Channel Success Essentials (CSE)
    CSE is a kind of "customised channels boot camp" suitable for all members of a vendor’s extended channel team. CSE establishes the core concepts, language, process and channel understanding upon which organization-wide partnering success is based. (2 days, 10-20 participants)
  • Influencing Partnership Outcomes (IPO)
  • IPO helps Channel Managers understand and influence the business imperatives that drive partner behavior and investment. Role play helps develop skills and extensive participant notes provide a lasting reference. (2 days, 10-15 participants)
  • Leading Trusted Partnerships (LTP)
    Leading Trusted Partnerships (LTP) is an advanced 2-day instructor led channel sales and management skill development workshop for channel sales people who have successfully completed Influencing Partnership Outcomes (IPO).  (2 days, 10-15 participants)
  • Channel Success Financials (CSF)
    CSF is a three part blended learning series comprising two self-paced e-learning modules and a two-day in-house practical workshop.  CSF equips vendor channel sales people to speak the ‘financial language’ of partner CEOs. When channel sales people can credibly carry on financial conversations about partner financial issues and constraints they help partners solve business problems, stimulate partner investment and build highly differentiated executive relationships built on trust and mutual respect. (2 x self-paced e-learning modules plus 2 days ILT, 15–20 participants)
  • Coaching Partners to Results (CPR)
  • Coaching Partners To Results is a two day hands-on workshop that equips vendor partner-facing people with the performance coaching skills and knowledge they need to drive productive activity with and through partners. (2 days, 15-20 participants. In some cases it can be advantageous to exetend the programme by an addtional 1/2 day)
  • Effective Partner Planning (EPP)
    EPP guides the creation of partnership plans to focus limited resources on areas of highest business return to both parties. More than a training course, Effective Partner Planning includes a set of tools and repeatable processes for lasting use in the field. (2 days, 15-20 participants. Also available as a blended on-line learning series)

Channel Enablement – Territory Sales Management

  • Channel Leverage (CL)
  • Channel Leverage - a two day workshop specifically created for client-facing sales people who need to collaborate with partners to achieve greater success for themselves, their end-user customers and their partners. (2 days, 15-20 participants) 
  • Channel Success Essentials (CSE)
  • CSE is a kind of "customised channels boot camp" suitable for all members of a vendor’s extended channel team. CSE establishes the core concepts, language, process and channel understanding upon which organization-wide partnering success is based. (2 days, 10-20 participants)
  • Coaching Partners to Results (CPR)
  • Coaching Partners To Results is a two day hands-on workshop that equips vendor partner-facing people with the performance coaching skills and knowledge they need to drive productive activity with and through partners. (2 days, 15-20 participants. In some cases it can be advantageous to exetend the programme by an addtional 1/2 day)
  • Effective Partner Planning (EPP)
  • EPP guides the creation of partnership plans to focus limited resources on areas of highest business return to both parties. More than a training course, Effective Partner Planning includes a set of tools and repeatable processes for lasting use in the field. (2 days, 15-20 participants. Also available as a blended on-line learning series)
  • Sales Training for your Partners (STP)
  • Channel Enablers’ sales training programs have helped thousands of sales people around the globe reach their full potential. They are provided directly to our vendor's client/s and to our major downstream partners

Channel Enablement – Execuctive Education Programmes

  • Channel Success Essentials (CSE)
  • CSE is a kind of "customised channels boot camp" suitable for all members of a vendor’s extended channel team. CSE establishes the core concepts, language, process and channel understanding upon which organization-wide partnering success is based. (2 days, 10-20 participants)
  • Executive Alignment Workshop (EAW)
  • The Executive Alignment Workshop is a combination executive training session and facilitated workshop that quickly brings diverse executive teams into alignment around agreed channel success priorities (1 day, 10-20 participants)
  • Leader/Management Workshops (LMW)
  • The Leader/Manager achieves superior business results with and through people, unleashing their personal creativity and drive for the common good. Channel Enablers’ Leader/Manager workshop series gets to the heart of the skills and processes of organizational culture development, alignment and performance. (Customised duration, 10-15 participants)

Contact Questpoint today and we’ll help you explore your options on how to significantly improve your close rates, lower the cost of sales, and shorten the sales cycle.

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