Sales Team Development Training

Smiling business team in meeting

Duration 1-2 day(s)


Sales are the cornerstone of every business, and while successful companies know that every interaction with a client is a potential selling opportunity, some staff simply don’t feel comfortable with the idea of selling.

However, every staff member, especially front line staff, whether they’re in service or client management, can benefit from sales skills, as this will aid in facilitating the retention of customers year after year and/or contribute to the acquisition of new customers.

This Sales Team Development Training program can be custom-designed and will provide participants with the framework to understand the requirements and skills important to becoming a trusted sales partner for the customer and a powerful influencer within the sales process.

Target Audience

This program is for teams that want to add sales skills to their skill set or to existing sales teams; depending on the team and the requirement, Glass Rock will customise the program.

Learning Outcomes

By the end of this workshop, participants will be able to:

  • Understand the sales success mindset
  • Understand the difference between selling a product or service and selling a solution
  • Be outcome-focused in the interest of the customer
  • Understand the role a service mindset plays in sales
  • Understand the difference between a ‘passive farmer mindset’ and a ‘proactive farmer mindset’
  • Understand and apply the nine-step ‘Sales Success’ process, to positively influence their customers
  • Understand the value of genuine interest
  • Understand the difference between customer needs and customer wants
  • Understand the four types of customers
  • Understand your customers’ motivations to buy
  • Understand how to recognise an opportunity
  • Be able to customise their conversation to features, functions and benefits
  • Understand how to respond to objections, example, price increase
  • Understand when to hand over the opportunity to the field sales team and/or the inside sales team
  • Be able to positioning their organisation as the on-going solution provider for its customers.

Book now

Please fill out the form below and someone from our team will be in touch within the next 48 hours to get your training started.


    “Probably the best course I have participated in DTZ.”

    Donna, DTZ



    Simone Heaperman - Landcom Program Manager

    When Simone Heaperman, the program manager, picked up the phone to speak with Preetie Shehkkar at Glass Rock Solutions, she had much to address and set right.


    Jane Hodgen - Tata Consultancy Services

    Tata Consultancy Services, a global technology leader with 450,000 employees worldwide, expect the best from anyone who works for them.


    Stuart Freer - University of New South Wales

    When Stuart Freer came to Australia, he was recruited as the Director, IT Service Delivery and Infrastructure, at the University of New South Wales.


      Glass Rock Consulting

      Melbourne Office
      Level 23, Collins Square Tower 5
      727 Collins Street,
      Melbourne Victoria 3008
      Sydney Office
      Australia Square, Level 33
      264 George Street,
      Sydney NSW 2000

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