Helping non sales teams, managers and support staff to become more commercially aware
The recommendations in the Independent Review of Fees and Co-funding are that employers and individuals contribute financially towards the cost of their training. In simple terms the recommendation is that the Government will only match-fund and to a maximum pre-agreed level, for those in the 19-25 age bracket and that only genuine cash contributions are eligible. Reverse payments for use of premises, staff and equipment will be excluded.
The recent announcements that funding for the FE sector will fall by 25%, the removal of funding for those aged over 25 and the increases in HE student fees there can be little doubt that this new regime will be in place very quickly.
The “Framework for Excellence” and The “Quality Training Standard”, both point towards a need for learning providers to become more skilled at meeting the needs of employers and securing contributions from them. Whilst some progress has been made, the financial contributions being secured are far lower than is expected or required.
Providers and all staff - whatever their rôle - can no longer afford to ignore this and hope it will go away. Everyone needs to start thinking seriously about the products and services they offer and how these can be best presented to employers and learners.
This practical workshop is designed for anyone across your organisation who needs to develop their confidence in promoting and selling the products and services you offer.
For Whom
This full day workshop is for those working in Work-based or Adult Learning and Colleges particularly targeted at those perceived to be ‘non-sales’ staff, such as support staff and those in the 'front-facing' roles. These people could also include assessors, trainers, tutors and other support staff. It is not intended for dedicated sales staff in business development departments. It is aimed at raising awareness and maximising the opportunities for increasing business in any type of training and education provision be it vocational, applied or recreational.
Please note this workshop does not major on specific direct sales techniques that can and will need to be applied by front line sales staff and business development department. It is aimed to develop individuals’ awareness and confidence in being able to actively promote what the organisation offers and understanding why they shouldn’t be afraid to talk about money. Where support in this area is needed, our professional sales skills workshops are recommended.
Aims and objectives
The aim of this workshop is to develop participants’ understanding of the commercial realities and opportunities in today’s training marketplace and identify ways in which they can increase income and business from a number of sources by maximising opportunities as they arise.
As a result of attending the workshop participants will have:
- Identified what makes a good sales experience
- A greater appreciation of current initiatives and requirements for greater involvement of ‘non-sales’ staff
- Explored ‘the offer’
- Analysed the features of an effective sales person
- Increased understanding of the needs of the customer
- Considered ways to communicate with and to the customer
- Identified strategies for breaking down barriers
Programme content
What makes a good sales experience
- Reflecting on own experiences and sharing those of their colleagues
- Recognising the features of an effective sales experience
- Considering the involvement of those around us including ourselves
The need for greater involvement of ‘non-sales’ staff
- Identifying government directives
- Understanding government initiatives
- Why we should be working together
- Exploring the products and services available
Understanding customer needs and how to access their requirements
- Identifying the features of an effective sales person
- Considering the tools for effecting a sale
- Acknowledging the skills, knowledge and attributes we might need to further develop
- Identifying the customer
- What influences our purchasing decisions
- Effective questioning techniques
Communicating to and with the customer
- How to communicate with different audiences
- Reviewing our branding and marketing techniques
- Using appropriate language
Strategies for breaking down barriers
- Experiencing sales opportunities
- Managing appropriate techniques to maximise those opportunities
- Challenging our own responses and reactions and those of others
- Reflecting upon ways to improve
- Identifying and agreeing strategies for change
- Planning for further development
Learning will be facilitated through:
- Information receiving and sharing
- Presentation and Observation
- Analysis of organisational current practices
- Small group or pair work, Role play and Case Studies
- Discussion and Experiential reflection
- Challenge Reflection Questioning
- Networking and Note taking
- Having fun!
Internal Staff Training and Development
This workshop, as with most of our good practice workshops, can be delivered on your premises. This approach is favoured by many of our clients as it provides a quality, value-for-money and highly effective route for staff development.
Running workshops internally, allows participants explore how key issues will impact on them and their organization and as a team begin to agree development action and priorities.
Typical costs for a one day good practice workshop, excluding VAT, are just £1290 + £30/person. Even with groups as small as 6 costs per person costs for internal workshops are lower than attending our open events and savings increase further when delegate travel-time costs and convenience are factored in.
More information at:
http://www.excellence-in-learning.co.uk/index.php?page=internal
Related Sales and Business Development for Learning Providers Workshops
- Deregulation & the NEW 2013 Teacher Trainer Qualifications
- Preparing for Ages 14-16 in FE
- Strategic Overview of the FE & Skills Sector
Certificates of Professional Development.
Formal Certificates of Development will be issued, by post, to participants who complete this workshop. These certificates will detail the key learning aims and the face-to-face learning hours undertaken, enabling participants to update their CPD records and logs accordingly. The workshop also allows time, during the day, for participants to reflect on and record their personal learning development and consider how best to apply the knowledge gained on return to work. This element of the programme is designed to maximise the benefits from attending and enable participants to make better review judgments when recording their CPD activities.