The biggest problem most sales teams have is not having enough people to speak with, and often the right types of people. Their pipeline are often empty because they rely too much on inbound leads. Other times, they may not have the courage to follow up or ask for the order. Often, sales managers focus on the wrong sales performance problems because they were never able to identify the root cause of why an individual is not performing. Is the problem skill or knowledge? Many times, it is. However, sometimes the root problem is behaviour, consistency, confidence, and change. Other times it's not having the business acumen to hold a c-suite executive's attention for long enough to move to the next step.
At the Selling Academy, through an in-depth learning needs analysis, we work alongside you to identify the real problem of why your team is not hitting their sales targets and create training specific to those needs.
Our sales training programs are not a copy and paste, but tailored to your specific industry, and sale process. We include real case studies, domain specific scripts and frameworks. When designing training, we don't only step into the world of your salespeople, but of your customer. We want to understand their goals, desires, struggles, buying triggers and most common objections. We even interview real decision makers and front-line staff of your ideal customer.
We are passionate about everything called sales, and our mission is to help every sales team member become more consistent, confident and motivated to sell. We will do whatever it takes helping you achieve success. Whether it’s through a one-day workshop, team coaching, hybrid learning, or spending a whole month consulting alongside you on the front line.
And most importantly, we don’t believe in knowledge collection, but implementation and results. Our sales courses don't end on the same day, but team members walk away with a 3-month implementation and strategy plan for repetition, and reinforcement.
In combination with sales experience, our lead trainer also comes from an L&D background and has an in-depth understanding of adult learning styles and principles. So, when designing training, we focus on creating relevant learning experiences that stick.
Through an in-depth learning needs analysis, we work along side you to identify the real problem of why your team is not hitting their sales targets and create training specific to those needs.
We apply the principles of change management to our sales training programs because we understand that without change, most people will walk out of sales training not ready to implement the learning.
Our sales training is customised to your unique industry and has case studies, scripts and frameworks that are relevant to what you do and who your customers are.
Because the sales training is industry specific, we will often conduct interviews and focus groups with your salespeople, marketing and customer experience team. As well as conducting interviews with your ideal customers to understand how to better sell to them.
We understand that HR and L&D usually spend a lot of money on training that didn’t stick. We will do all we can to ensure that learning is reinforced and implemented. Even our most affordable sales training program will come with a 3-month implementation and strategy plan, follow-up material for repetition and reinforcement.
Although Rana Kordahi has had a successful career in sales, she also had a natural talent for teaching and coaching salespeople and non salespeople into changing their behaviour and taking action when it came to selling. This is the reason her sales career naturally evolved into sales training and coaching. For the past 10 years, she has worked with many resistant sales and non salespeople who either had difficulty hitting their sales quotas, feared sales, were burnt out, or simply did not enjoy it. Through specific tools, she has been able to turn most sales teams around and help individuals fall in love with selling.
One of Rana’s favourite things to hear when coaching individuals is when they tell her just how much they are now enjoying picking up the phone and making sales calls.
Because of her L&D background in combination with sales, she focuses on creating learning that sticks. Through creating tailored learning sessions, indepth learning needs analysis, as well as having an understanding of adult learning principles, she’s able to create outstanding learning experiences and outcomes. But most importantly, she understands and applies the principles of change management to her sales training programs, because without change, the learner will simply walk out of the training not feeling inspired to implement the learning.
Some of Rana's recent achievements:
• Speaking for TEDx on Sales.
• Featured as a Top 10 Female Sales Coach in 2020 by Yahoo Finance.
• Featured as a Top 15 Sales Experts to Watch in 2021 by The Australian Business Journal.
• Achieving a 98.4% 5 star rating for her sales training for 10 years straight.