Discounting solves a problem in sales representative onboarding today and creates a larger one next quarter. A message about this aspect of marketing and commercial practice that tries to reach everyone reaches nobody. It is written for people who have to make the practice within marketing and commercial practice work with the resources they already have. The course leaves participants able to diagnose weaknesses in sales representative onboarding before they become incidents. Participants apply the wider marketing and commercial practice agenda to their own commercial team throughout, so the output is directly usable. Progress on this area of marketing and commercial practice is usually lost in the gap between approval and execution. The programme takes participants through sales representative onboarding end to end, from framing the problem to closing it out. Field experience suggests that the barrier to better the marketing and commercial practice discipline is rarely technical. Participants leave with a plan for the wider marketing and commercial practice agenda sized to what their organisation can realistically absorb.
Expected Learning Outcomes
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Design the customer journey for sales representative onboarding across the touchpoints that actually influence the decision.
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Assign clear ownership for each element of sales representative onboarding across the functions involved.
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Assess the current state of sales representative onboarding against a structured set of criteria rather than impressions.
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Measure customer lifetime value arising from sales representative onboarding, not first-order revenue.
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Prepare a short, evidence-based briefing on sales representative onboarding for senior management.
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Structure pricing for sales representative onboarding to reflect value rather than cost.
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Test creative and messaging on sales representative onboarding before committing budget.
Who Should Attend
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Team leaders and supervisors who put sales representative onboarding into practice day to day.
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Those responsible for briefing external stakeholders on sales representative onboarding.
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Founders and owner-managers running sales representative onboarding personally.
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Marketing managers responsible for sales representative onboarding.
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Account managers responsible for retention within sales representative onboarding.
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Sales managers leading teams that deliver sales representative onboarding.
Course Modules
Open any module to see its sessions and topics.
01
Sales representative onboarding: measurement, attribution and honest reporting
2 sessions · 8 points
Session 1Protecting the brand while hitting targets on sales representative onboarding
Define the trigger that would require sales representative onboarding to be redesigned.
Test the procedure for sales representative onboarding against a realistic scenario.
Structure pricing for sales representative onboarding against perceived value.
Select channels for sales representative onboarding based on evidence, then cut the rest.
Session 2Testing the message on sales representative onboarding before spending
Arrange the handover of sales representative onboarding so capability survives staff changes.
Write the positioning claim for sales representative onboarding and test whether a competitor could say it too.
Prepare the response for the most likely failure in sales representative onboarding.
Agree the attribution model for sales representative onboarding and state its known limits.
02
Sales representative onboarding: qualification and pipeline discipline
2 sessions · 8 points
Session 1Reading the current state of sales representative onboarding honestly
Compare cost of acquisition against value in sales representative onboarding.
Document the sales process for sales representative onboarding so a new joiner can follow it.
Describe the buyer for sales representative onboarding specifically enough to name who is excluded.
Script the three most common objections in sales representative onboarding and the responses.
Session 2Defining the audience for sales representative onboarding narrowly enough to matter
Check that records of sales representative onboarding answer the questions likely to be asked.
Map the decision journey for sales representative onboarding and mark where the choice is actually made.
Set objectives for sales representative onboarding in revenue terms with a timeframe.
Establish the boundary of sales representative onboarding and record what sits outside it.
03
Sales representative onboarding: the customer journey and decision points
2 sessions · 8 points
Session 1Measuring sales representative onboarding when attribution is imperfect
Choose the next segment for sales representative onboarding and state why it is next.
Record the rationale for each significant choice made about sales representative onboarding.
Remove steps in sales representative onboarding that add effort without adding assurance.
Build the internal briefing that explains sales representative onboarding to those affected.
Session 2Where the buyer actually decides on sales representative onboarding
Confirm that reporting on sales representative onboarding reaches the people who can act.
Confirm that contractual obligations around sales representative onboarding are understood.
Estimate the resource sales representative onboarding requires to run as designed.
Define qualification criteria that disqualify quickly in sales representative onboarding.
04
Sales representative onboarding: positioning and the honest claim
2 sessions · 8 points
Session 1Making sales representative onboarding work when resources are constrained
Build the report on sales representative onboarding that answers whether to spend more or less.
Assign responsibility for keeping documentation of sales representative onboarding current.
Establish what evidence demonstrates sales representative onboarding is under control.
Confirm that those complying with sales representative onboarding understand why it exists.
Session 2The hard cases in sales representative onboarding and how to reason about them
Test creative for sales representative onboarding at small scale before full commitment.
Design the retention action triggered when a customer of sales representative onboarding goes quiet.
Build the content that answers the buyer's real question about sales representative onboarding.
Review whether sales representative onboarding is aligned with the objectives of the commercial team.
Choose the package that suits you
Silver Package
At least 3 people
USD1,250
Workshop or Program Participation
Airport Transfers
Customized Badge
Expert Mentorship (Private Sessions)
Supervision & Secretarial Services
Accredited Certificate of Participation
Complete Training Kit
Coffee Break
Closing Ceremony
Gold Package
At least 3 people
USD1,850
5-night stay in a 5-star hotel
Workshop or Program Participation
Airport Transfers
Customized Badge
Expert Mentorship (Private Sessions)
Supervision & Secretarial Services
Accredited Certificate of Participation
Complete Training Kit
Coffee Break
Closing Ceremony
Complete your registration
We will contact you within one business day to confirm.
