Sales Process

Sowing the seeds for faster sales results

Often when an organisation faces certain challenges such as their sales people not meeting targets, not securing large accounts or not bringing in enough business, they immediately assume that hiring, training and offering a new sales force different incentives will lead to a 180-degree turn.

The truth however, is that these Band-Aid fixes, along with other common fixes like CRM software, motivational seminars and marketing promotions, will not lead to lasting results.

First and foremost, an organisation needs to have a clear understanding of its business activities, that is, a well-defined sales process. Research shows that although many organisations acknowledge the importance of being customer focused and talk about their "consultative sales process", surprisingly very few sales managers invest the time and energy required to develop a formal sales process, one that is detailed and resilient enough to guide salespeople and permit effective management of their efforts.

Accela is a leader in providing a bespoke sales process designed specifically with you and your customers in mind.

Talent Acquisition and Development

Scientifically proven tools for the entire employee lifecycle

If you have ever said the following then you have found your solution.

• "My turnover is too high!"
• "I need to standardise my interview process and make it more efficient and legally defensible."
• "We have individuals who interview well but then leave in less than 60 days."
• "My hiring costs are too high!"
• "I am not sure if my job applicants will be engaged and productive."
• "How do I determine who is ready to move into another position?"
• "I need to improve the on-boarding process to make new employees more productive, sooner."

Easy to Use Tools

Know who to acquire and how to develop talent

The Attitude Fit tool shows the candidate's attitudes toward work and work-related issues by measuring for counter-productive behaviours.
The Engagement tool shows the level of commitment between an individual and their current or most recent job and employer.
The Job Fit tool shows how a candidate's personality characteristics and cognitive abilities fit the job by comparing their traits to those of successful performers in a specific job.
The On-boarding tool helps the supervisor or manager better understand the personality characteristics and learning styles of the new employee in order to maximise performance as quickly as possible.
The Coaching tool helps the supervisor or manager better understand the personality characteristics and learning styles of the employee in order to improve their performance and productivity.

• Improve Learning Experiences: Many learning experiences occur "on the job" with the supervisor, so knowing the nuances of how an employee best responds to learning is critical.
  
• Change: Imagine knowing the receptivity to change and new information and how that can impact the "effectiveness" of coaching employees!
  

The Leadership tool helps to identify leadership qualities and areas where an employee can be developed as a leader.

• Wired to Lead: A common mistake many organisations make is to promote individuals who are very good in their current job, to management without knowing if they possess core characteristics of leadership.
  
• Ability to Motivate: One of the most critical abilities of a good leader is their ability to motivate others to work hard. There are "measurable" core characteristics that make it easier for people to do this.
  
• Engaging Presenter: Many leaders today need to make engaging and effective presentations in order to get buy in from team members and colleagues. Although you can train for this, there are key core characteristics that an individual needs.
  

Available instantly online -Enquire now for a Free 30 Day Trial: info@accela.com.au

Selection Process

Make it automated, effective and affordable!

Benchmarking

Benchmarking helps you to re-create success

Pre-Built Benchmarks: Choose from over 100 job categories with pre-built generic benchmarks.
Custom Benchmarks: Create your own custom benchmarks or create new job categories that are specific to your company. Assess your successful employees to use as a template to help create "success profiles."

Sales Training

Reaching higher sales goals

Our success has been derived from the innovative approach we take to people development and skills training. At Accela, we:

• Deliver enjoyable, interactive and engaging content.
  
• Provide practical and relevant training.
  
• Intrinsically understand the unique requirements of each business and industry we work with, ensuring a fully customised training solution.
  
• Extend the benefits gained from sales training by offering interactive materials for continuous development.
  

Our unerring motivation and enthusiasm is wholly directed at revealing the talent and skills that make successful salespeople.

We can build you a course from scratch using our own over 1,000 learning individual learning modules, we can customise an existing course or you can buy a proven ready-made course. These can be delivered face to face or started instantly via our online virtual Learning Centre.

Telephone Sales

Better connections for easier sales results

Selling by phone in today's climate requires superior skills and knowledge. Although most sales people believe their approach is consultative the truth of the matter is that their focus is still on the product and not the client. Lose sight of the client and you'll lose the goose that lays the golden eggs. So how can you shift from a product oriented strategy to a more consultative one?

Accela's proven telephone sales training will provide your team with the necessary tools to be more effective in less time. They will learn critical selling skills such as how to open and close a telephone sales call, how to leave effective voice mail messages, how to use gatekeepers to help them sell, how to get more from their day by planning their calls and how to easily build rapport and have a constructive relationship with their clients.

This course is fully customisable or available as a virtual workshop.

Available instantly as an Online Virtual Workshop

> Learn more or start now

Field Sales

Faster easier sales results

Accela offer three course structures to suit your individual needs, each created with the flexibility to be delivered by the team leader, the facilitator, or in combination.

They are:

1. Build the training program that fits your requirements from our vast selection of over 1,000 individual modules.
   
2. Ready-made proven face to face workshops.
   
3. Instant access to online virtual workshops that allows the learner to shape their learning around their day for maximum efficiency, ideal to catch up or for those unable to attend.
   

Available instantly as an Online Virtual Workshop

> Learn more or start now

Financial Planning Sales CPD Points

All the moves for strategic sales success

"Financial planners with proven track records and strong interpersonal skills are still highly sought after in wealth management divisions of major banking groups." "Wealth management and financial planning continued to generate high demand for quality skilled candidates, with sales skills and foreign language skills being some of the essential factors in planner recruitment" Hays Recruitment Report 2013.

A key factor in being successful is having sales skills used with integrity and the proven CPD Point accredited Accela Financial Planner Workshop Series isthe perfect foundation for the new planner or for the experienced planner to brush up.

Available instantly as an Online Virtual Workshop

> Learn more or start now

Certificate IV Business Sales

Certificate IV Business Sales + Business Administration

This training program is based on the qualification:
BSB40610 Certificate IV in Business Sales
BSB40507 Certificate IV in Business Administration from the BSB07 Business Services Training Package.

The units of competency included in this program are: BSBSLS407A Identify and plan sales prospects
BSBREL401A Establish networks
BSBREL402A Build client relationships and business networks
BSBSLS408A Present, secure and support sales solutions
BSBADM405B Organise meetings
BSBADM406B Organise business travel
BSBWRT401A Write complex documents
BSBITU402A Develop and use complex spreadsheets
BSBINM401A Implement workplace information system
BSBPRO401A Develop product knowledge

Gain both certificates with the same minimum ten units either face to face or fully online by completing the following units:

Social Styles

Improving Sales Effectiveness with Versatility

SOCIAL STYLE is the world's leading Behavioural Style model. It has been used by thousands of organizations to improve leadership performance and sales results.

Each of the four Styles displays positive and negative characteristics when working with others, and research shows that people of any SOCIAL STYLE can be successful in any profession. If someone's SOCIAL STYLE is not inherently good or bad, what is the point of studying these behavioural preferences? Understanding Style allows you to identify the preferences of others and modify your behaviour to make others more comfortable. This is known as Versatility, and it is strongly linked to career and business success.

Your profile measures SOCIAL STYLE and Versatility, allowing you to take steps to improve your relationships and performance. Taking these steps is especially important for increasing leadership performance, developing coaching skills, increasing sales, building relationships, working in teams and enhancing communications.

Available instantly as an Online Virtual Workshop

Sales Coaching

Elightening people for sales success

Coaching is a process which can help you and your sales people grow incrementally, be able to solve problems efficiently and independently, improve your bottom line, and give you a competitive edge through a strong and cohesive team. Sales coaching is both a skill and a state of mind. With our sales coaching workshop, you will acquire the two and start implementing coaching effortlessly in your day to day operations.

Our workshops are customised to your unique sales environment and is focused on the special challenges that make salespeople very different to coach than other employees.

A practical hand's on workshop that provides insights and tools to produce dramatic improvement in how salespeople are developed. You will learn to appreciate how the elements of a sales call fit into a coaching framework and understand how the different elements of a sales call require different skills and attitudes. Know why many sales managers don't or can't coach and learn what it takes to be a sales coach and discover how sales people learn in different ways. Practice your sales coaching skills, appreciate your strengths and develop a plan to overcome your limitations.

Sales Tools

Find the right tools for your business

The perfect sales tools for HR, L&D, Sales Directors, salespeople and any other groups with a vested interest in improving sales results. Give your team the tools they need to significantly increase productivity and call quality. And gain the added bonus of valuable management insight into the sales team's efforts and results!

Accela Hub

Beyond LMS to the complete Sales Management System

A Learning Management System is the infrastructure that delivers and manages instructional content, identifies and assesses individual and organisational learning or training goals, tracks the progress towards meeting those goals, and collects and presents data for supervising the learning process of the organisation as a whole. It delivers content but also handles registering for courses, course administration, tracking, and reporting.

In a nutshell it is your online university for individual learners and we use the legendary Moodle as our platform.

Accela Hub is our ground breaking tool developed in conjunction with GE Capital. It goes much further than a LMS using sales process and competencies to direct training to the points of maximum impact and coaching and reporting to accelerate the learning and spread best practice throughout your organisation.

Expect better results at two thirds of the cost of traditional training and coaching alone.

Q Accela

The amazing new sales questioning app

Over 500 sales questions organised into 23 topic areas with notes on when and how to use them for the fastest sales results.

>  Apple App Store
> Google Play for Android

Professional Skills

Exercising the mind to give instant, effective results

Designed by world-leading learning and development specialists and corporate psychologists to deliver high-impact, transformative learning and development directly to the source. Our intensive, fast-paced sessions focus on exercising the mind to give instant, effective results.

Workshops

Focused Workshops - 1.5 Hours

These are 90 minute high-impact, low-disruption learning and development workshops for professionals.We use accelerated learning techniques and have these bite sized training sessions down to a fine art. Tried and tested,we know they work.

Self

• Personal Efficiency
• Communication Essentials
• Positive Influencing
• Write an Effective Presentation
• Deliver an Effective Presentation
• Creating a Positive Attitude
• Dealing with Conflict
• Workplace Stress
• Working Effectively with My Boss
• Problem Solving & Decision Making
• Emotional Intelligence

Business

• Practical Negotiation
• Selling Made Easy
• Customer Service Essentials
• Project Management Fundamentals
• Managing Meetings Well
• Foundations In Intercultural Fluency
• Effective Networking
• Building Client Relationships
• Management
• Introduction to Leadership
• Motivating Others in the Workplace
• Skilful Feedback
• Coaching Essentials
• Delegation Made Easy
• Managing Gen Y, Gen X and Baby Boomers at Work
• Successful Selection Interviews
• Cultivating High Performance Teams
• A+ Appraisals
• Managing Stakeholders

Manage

• Building Your Leadership Brand
• Motivating Your Team
• Skilful Feedback
• Coaching Essentials
• Delegation Made Easy
• Managing Gen Y. Gen X and Baby Boomers at Work
• Successful Selection Interviews
• Cultivating High Performance Teams
• A+ Appraisals
• Managing Stakeholders

Effective 3.5 Hour Workshops

These high level training workshops are for executives and senior managers and are designed to extend capabilities across change, multi-cultural workforces and leadership. The focus is on exercising an applied approach to real requirements in current global business.

ChangeSmart

• Adapting To change
• Leading Change

CultureSmart

• Developing Intercultural Fluency
• Leading Across Cultures
• Leading Virtual Teams
• Managing From a Distance
• Navigating Culture and Conflict

Leadsmart

• Building Your Leadership Brand
• Collaborating With Purpose
• Leading Multi-Generational Teams
• Managing Managers
• Mentoring For Mentees
• Mentoring for Mentors
• Talent Leadership

ManageSmart

• Emotional Agility:
• The Key to Personal and Managerial Effectiveness
• Building a High Performing Team
• Coaching for Success
• Managing Conflict
• Managing Stakeholders
• Managing Up
• Motivating My Team
• Proactive Performance Management
• We Need to Talk - Having Important Discussions