Dream, Reach …Achieve

Professional Sales Execution Certificate Program

Module

Hours
Outline
Course Instructor

“Product – Service” Knowledge

2

 This module introduces the participant to the concept of clearly identifying and describing what they EXACTLY are selling. The participants will go through a series of internal discovery reflective questions that will help them refine their sales focus.

Bruno Lindia BAdmin
– CPHR – RPR

Sales Process

3

This module shows participants how to clearly map out an effective Sales process and to compare it to what is actually happening in their organizations. Once the Sales Process is identified, they will learn where they fit it with essential steps that need to be executed.

Bruno Lindia BAdmin
– CPHR – RPR

Lead Ranking

2

This module will give participants an effective unique way of systematically and consistently to rank a prospective lead. They can then rank and lead them through the most effective sales process to funnel the opportunity.

Bruno Lindia BAdmin
– CPHR – RPR

Handling Objectives

2

This module will list and discuss sales objections that may come up in a sales meeting or call. The participant will be able to firstly identify the objective and then comfortably discuss it with the potential prospect in order to obtain more clarity as it relates to ranking the quality of the lead.

Bruno Lindia BAdmin
– CPHR – RPR

Goal Setting

2

This module shows the participant how to effectively set goals using tools and templates that allows the participant to clearly understand what needs to be achieved and in what timeframe. This clarity will allow the participant to be able to plan out their workday, week, month and year.

Bruno Lindia BAdmin
– CPHR – RPR

Ratio Analysis

2

This module will help the participant to clearly and effectively identify and understand the most important ratios that relate to their specific Sales Execution Plan.

Bruno Lindia BAdmin
– CPHR – RPR

Scripting

2

This module will introduce the participant to the proper way to articulate their service offering to their prospects and clients. It will deal with scripts such as Introduction calls, Follow Up calls, Introduction meetings, Follow up meetings and other scripts necessary to exceed sales quotas.

Bruno Lindia BAdmin
– CPHR – RPR

Practice

6

This module allows Real Life role playing in a controlled manner that allows them to record, listen, score and adjust their conversational transactions. They will be introduced to a proprietary Call Evaluation tool only available through this Certificate program.

Bruno Lindia BAdmin
– CPHR – RPR

Score carding

2

This module will introduce the participant to evaluating their personal production relative to their quota requirements. They will be exposed to effective tools and methods of properly measuring their current results and adjusting them as quick as possible to get back on track when changes are required.

Bruno Lindia BAdmin
– CPHR – RPR

Weekly / Monthly Review Preparation

1

This module will introduce the participant to pro-actively preparing for internal sales meeting and performance reviews. This is achieved by suggesting high performing review documents and scorecards.

Bruno Lindia BAdmin
– CPHR – RPR
Hours

24

Notes
Pricing / per Participant*

$5,995.00

* Certificate of Completion awarded if a mark of 70% or higher is achieved on each module quiz and all assignments completed.

** Price does NOT include Sales tax, Travel Costs ( if applicable)

*** Groups of 10 or more ( up to 15 ) receive a 5% discount. ( Price does NOT include Sales tax, Travel Costs ( if applicable))

**** Course instructor may change with no advance notice

Professional Search Academy

Professional Search and Recruiting Certificate Program

Course name
Introduction to Professional Recruiting
Hours
3
Outline
This course will introduce students to the world of Professional Search and Recruiting. Key awareness points relative to Professional Search and Recruiting Profession. Focus on the importance of Professional Search and Recruiting Profession has in the business environment. Introduction to main services, costing and delivery provided by Professional Search and Recruiters.
Course Instructor
Bruno Lindia BAdmin – CPHR – RPR
Course name
Facilitation in Professional Search and Recruitment
Hours
3
Outline
This course shows how Professional Search and Search Professionals should consider to collaborate with a client (Candidates and Hiring Managers) about all their Talent Acquisition needs. It will cover the difference between a Recruiter and a facilitator and methods to provide opportunities and resources to a group of people that enable them to make progress and succeed in Professional Search and Recruiting industry.
Course Instructor
Bruno Lindia BAdmin – CPHR – RPR
Course name
Professional Ethics
Hours
3
Outline
This course introduces students the importance and the social responsibility of business ethics in the Professional Search and Recruiting industry. This course will enhance awareness and increase understanding how to crate a framework relative to: Ethics and Law and Ethical Decision-Making when it comes to the Professional Search and Recruiting Industry.
Course Instructor
Bruno Lindia BAdmin – CPHR – RPR
Course name
CRM Tools Fundamentals
Hours
3
Outline
This course introduces students the importance of utilizing CRM ( Client Relationship Management ) tools. The course will focus on keeping proper records on both candidates and clients ( ie Hiring Managers ). The course also shows the student how to use these tools to properly market opportunities to both candidates and clients.
Course Instructor
Bruno Lindia BAdmin – CPHR – RPR
Course name
Professional Matching and Assessing
Hours
6
Outline
This course introduces students on how to properly and effectively assess the needs of the hiring manager as it relates to areas such as: Technical and Non-Technical Skills, Years of experience, Education, Certification, Culture and other areas. The student then will learn how to prepare and utilize methods of screening a matching the best available candidates to this job opportunity.
Course Instructor
Bruno Lindia BAdmin – CPHR – RPR
Course name
Internet search techniques and tools 1
Hours
6
Outline
This course introduces students on how to properly and effectively use different online tools and websites to effectively research, source and contact the best available candidates. The student will also learn how the internet tools compliments the traditional approaches to the Professional Search and Recruiting industry.
Course Instructor
Bruno Lindia BAdmin – CPHR – RPR
Course name
Candidate Recruiting Principles
Hours
10
Outline
This course introduces students to the fundamentals of Professional Search and Recruiting with a focus on attracting and presenting candidates for open job opportunities. Topics such as initial recruiting calls, pre-screening, matching and assessing on a call, scoring, evaluating and presentation. The student will be able to start building a candidate pool to pro-actively present to clients.
Course Instructor
Bruno Lindia BAdmin – CPHR – RPR
Course name
Interviewing Principles and Techniques
Hours
6
Outline
This course introduces students to the fundamentals of Professional candidate interviewing. This course focuses on techniques to assess technical and Non-Technical skills relative to the job requisition. It also introduces the student to employment standards as it relates to Interviewing candidates. This course has the student focus on Open and closed ended questions to be able to effectively rank candidates to the job requisition.
Course Instructor
Bruno Lindia BAdmin – CPHR – RPR
Course name
Reference Verification
Hours
3
Outline
This course introduces students to the fundamentals of Professional candidate interviewing. This course focuses on techniques to assess technical and Non-Technical skills relative to the job requisition. It also introduces the student to employment standards as it relates to Interviewing candidates. This course has the student focus on Open and closed ended questions to be able to effectively rank candidates to the job requisition.
Course Instructor
Bruno Lindia BAdmin – CPHR – RPR
Course name
Business Development Research
Hours
3
Outline
This course introduces students on ways to streamline their business development efforts towards operating a successful Professional Search and Recruiting book of business. It shows techniques to find, evaluate and rank which companies they should prospect. It also teaches students how to create a Prospect Lead sheet.
Course Instructor
Bruno Lindia BAdmin – CPHR – RPR
Course name
Business Development
Hours
21
Outline
This course introduces students on ways to build and grow their Professional Search and Recruiting book of business. This course will include Marketing call simulations such as introduction calls, follow up calls and information calls. There will be a section that covers on how to effectively score your call. Email and Texting marketing will also be covered. It also shows how to create and their personal KPI’s for success.
Course Instructor
Bruno Lindia BAdmin – CPHR – RPR
Course name
Account Management
Hours
3
Outline
This course introduces students on ways to manage and grow an existing business relationship. It will include topics such as follow up marketing calls, KPI’s, expectations setting and partnership concepts. The student will be able to practice techniques using role plays and simulations.
Course Instructor
Bruno Lindia BAdmin – CPHR – RPR
Course name
Contracts and Agreements
Hours
3
Outline
This course introduces students to fee agreements and contracts as it relates to the Professional Search and Recruitment industry. It will also cover guarantees and refund policy development. It will cover Direct Hire, Contract and Master Agreement concepts and delivery options.
Course Instructor
Bruno Lindia BAdmin – CPHR – RPR
Hours
70
Pricing / per Participant*
$8,995.00
Notes
* Certificate of Completion awarded if a mark of 75% or higher is achieved on each module quiz and all assignments completed.
** Price does NOT include Sales tax, Travel Costs ( if applicable)
*** Groups of 4 or more ( up to 15 ) receive a 10% discount. ( Price does NOT include Sales tax, Travel Costs ( if applicable))
**** Course instructor may change with no advance notice

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