Sales by Objectives Training Course
Sales by Objectives Training aligned with SPIN Selling methodology, Challenger Sale approach, and SMART objectives framework.
Course Title
Sales by Objectives
Course Duration
1 Day
Competency Assessment Criteria
Practical Assessment and knowledge Assessment
Training Delivery Method
Classroom (Instructor-Led) or Online (Instructor-Led)
Service Coverage
In Tamkene Training Center or On-Site: Covering Saudi Arabia (Dammam - Khobar - Dhahran - Jubail - Riyadh - Jeddah - Tabuk - Madinah - NEOM - Qassim - Makkah - Any City in Saudi Arabia) - MENA Region
Course Average Passing Rate
98%
Post Training Reporting
Post Training Report + Candidate(s) Training Evaluation Forms
Certificate of Successful Completion
Certification is provided upon successful completion. The certificate can be verified through a QR-Code system.
Certification Provider
Tamkene Saudi Training Center - Approved by TVTC (Technical and Vocational Training Corporation)
Certificate Validity
2 Years (Extendable with additional training hours)
Instructors Languages
English / Arabic / Urdu / Hindi
Training Services Design Methodology
ADDIE Training Design Methodology
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Course Overview
This comprehensive Sales by Objectives Training course provides participants with essential knowledge and practical skills required for implementing objective-driven sales strategies and achieving measurable sales results. The course covers fundamental consultative selling principles along with proven techniques for goal setting, customer needs analysis, and performance optimization.
Participants will learn to apply SPIN Selling methodology, Challenger Sale approach, SMART objectives framework, and Solution Selling techniques to create value-driven sales outcomes while ensuring customer satisfaction and long-term relationship building. This course combines sales theory with hands-on application and real-world selling scenarios to ensure participants gain valuable skills applicable to their professional environment while emphasizing ethical selling and sustainable business growth.
Key Learning Objectives
Understand fundamental sales by objectives principles and consultative selling approaches
Apply systematic objective setting and goal achievement methodologies for sales success
Implement customer needs analysis and solution-focused selling techniques
Execute effective sales process management and opportunity progression strategies
Develop relationship building and trust establishment techniques for long-term partnerships
Design performance measurement systems and sales activity optimization methods
Apply negotiation skills and closing techniques for successful deal completion
Establish continuous improvement practices for sustained sales excellence
Group Exercises
Sales objective planning including (goal setting, target establishment, activity planning, performance measurement)
Customer analysis worksheets including (needs assessment, stakeholder mapping, decision process understanding, solution alignment)
Sales process documentation including (opportunity qualification, stage criteria, activity requirements, progression tracking)
Performance improvement planning including (skill gap analysis, development strategy, coaching requirements, success metrics)
Knowledge Assessment
Objective setting evaluations including (SMART goals creation, target establishment, measurement criteria, achievement planning)
SPIN selling assessments including (questioning technique practice, needs discovery exercises, solution development scenarios)
Sales process applications including (opportunity qualification, stage progression, activity planning, performance tracking)
Value proposition development including (benefit articulation, differentiation strategies, ROI calculations, presentation skills)
Course Outline
1. Sales by Objectives Fundamentals and Strategy
Objective-driven selling principles including (goal alignment, measurable outcomes, customer value focus, results orientation)
SMART objectives framework including (specific targets, measurable results, achievable goals, relevant outcomes, time-bound commitments)
Sales strategy development including (market analysis, competitive positioning, value proposition, target customer identification)
Solution Selling techniques including (problem identification, solution development, value demonstration, benefit articulation)
2. Customer Needs Analysis and Discovery
SPIN Selling methodology including (Situation questions, Problem questions, Implication questions, Need-payoff questions)
Consultative selling approach including (advisory positioning, trust building, relationship development, long-term partnership)
Customer profiling including (decision-maker identification, buying process understanding, pain point analysis, success criteria)
Challenger Sale approach including (teaching insights, tailoring messages, taking control, commercial teaching)
3. Sales Process Management and Opportunity Development
Sales process stages including (prospecting, qualification, presentation, negotiation, closing, follow-up)
Opportunity management including (pipeline development, stage progression, probability assessment, resource allocation)
Sales activity planning including (call objectives, meeting agendas, presentation preparation, follow-up strategies)
CRM utilization including (data management, activity tracking, performance monitoring, relationship mapping)
4. Value Proposition Development and Presentation
Value proposition creation including (customer benefit identification, competitive differentiation, ROI demonstration, business case development)
Sales presentation techniques including (storytelling, visual aids, demonstration skills, audience engagement)
Objection handling including (objection anticipation, response preparation, concern resolution, confidence building)
Proposal development including (solution customization, pricing strategies, terms negotiation, implementation planning)
5. Relationship Building and Trust Development
Trust establishment including (credibility building, reliability demonstration, expertise positioning, integrity maintenance)
Relationship management including (stakeholder mapping, influence building, communication frequency, value delivery)
Customer retention including (satisfaction monitoring, upselling opportunities, cross-selling strategies, loyalty building)
Account management including (strategic planning, growth opportunities, risk mitigation, partnership development)
6. Performance Measurement and Continuous Improvement
Sales metrics and KPIs including (conversion rates, average deal size, sales cycle length, customer acquisition cost)
Performance tracking including (activity monitoring, result measurement, trend analysis, goal achievement)
Sales coaching including (skill development, performance feedback, best practice sharing, continuous learning)
Territory management including (account prioritization, time allocation, resource optimization, market coverage)
Practical Assessment
Sales simulation exercises including (customer interaction practice, needs analysis execution, solution presentation delivery)
Objection handling practice including (common objection scenarios, response techniques, confidence demonstration, resolution strategies)
Negotiation simulations including (terms discussion, pricing negotiation, win-win solutions, agreement closure)
Performance planning including (objective setting, activity scheduling, metric tracking, improvement planning)
Gained Core Technical Skills
Objective-driven sales strategy using SMART framework and systematic approaches
Consultative selling and SPIN methodology for effective needs discovery
Sales process management and opportunity progression optimization
Value proposition development and persuasive presentation delivery
Relationship building and trust establishment for long-term partnerships
Performance measurement and continuous improvement implementation
Training Design Methodology
ADDIE Training Design Methodology
Targeted Audience
Sales representatives seeking systematic selling approaches
Account managers responsible for customer relationships
Business development professionals pursuing new opportunities
Technical sales specialists explaining complex solutions
Inside sales teams managing telephone and digital sales
Sales coordinators supporting sales team activities
Customer service representatives with sales responsibilities
Retail sales professionals serving individual customers
Why Choose This Course
Proven sales methodologies from recognized authorities and research
Objective-focused approach for measurable sales performance improvement
Practical application with real-world selling scenarios and simulations
Systematic framework for consistent sales excellence and professional growth
Ethical selling emphasis aligned with modern customer expectations
Note
Note: This course outline, including specific topics, modules, and duration, is subject to change and also can be customized based on the specific needs and requirements of the client.
Course Outline
1. Sales by Objectives Fundamentals and Strategy
Objective-driven selling principles including (goal alignment, measurable outcomes, customer value focus, results orientation)
SMART objectives framework including (specific targets, measurable results, achievable goals, relevant outcomes, time-bound commitments)
Sales strategy development including (market analysis, competitive positioning, value proposition, target customer identification)
Solution Selling techniques including (problem identification, solution development, value demonstration, benefit articulation)
2. Customer Needs Analysis and Discovery
SPIN Selling methodology including (Situation questions, Problem questions, Implication questions, Need-payoff questions)
Consultative selling approach including (advisory positioning, trust building, relationship development, long-term partnership)
Customer profiling including (decision-maker identification, buying process understanding, pain point analysis, success criteria)
Challenger Sale approach including (teaching insights, tailoring messages, taking control, commercial teaching)
3. Sales Process Management and Opportunity Development
Sales process stages including (prospecting, qualification, presentation, negotiation, closing, follow-up)
Opportunity management including (pipeline development, stage progression, probability assessment, resource allocation)
Sales activity planning including (call objectives, meeting agendas, presentation preparation, follow-up strategies)
CRM utilization including (data management, activity tracking, performance monitoring, relationship mapping)
4. Value Proposition Development and Presentation
Value proposition creation including (customer benefit identification, competitive differentiation, ROI demonstration, business case development)
Sales presentation techniques including (storytelling, visual aids, demonstration skills, audience engagement)
Objection handling including (objection anticipation, response preparation, concern resolution, confidence building)
Proposal development including (solution customization, pricing strategies, terms negotiation, implementation planning)
5. Relationship Building and Trust Development
Trust establishment including (credibility building, reliability demonstration, expertise positioning, integrity maintenance)
Relationship management including (stakeholder mapping, influence building, communication frequency, value delivery)
Customer retention including (satisfaction monitoring, upselling opportunities, cross-selling strategies, loyalty building)
Account management including (strategic planning, growth opportunities, risk mitigation, partnership development)
6. Performance Measurement and Continuous Improvement
Sales metrics and KPIs including (conversion rates, average deal size, sales cycle length, customer acquisition cost)
Performance tracking including (activity monitoring, result measurement, trend analysis, goal achievement)
Sales coaching including (skill development, performance feedback, best practice sharing, continuous learning)
Territory management including (account prioritization, time allocation, resource optimization, market coverage)
Why Choose This Course?
Proven sales methodologies from recognized authorities and research
Objective-focused approach for measurable sales performance improvement
Practical application with real-world selling scenarios and simulations
Systematic framework for consistent sales excellence and professional growth
Ethical selling emphasis aligned with modern customer expectations
Note: This course outline, including specific topics, modules, and duration, is subject to change and also can be customized based on the specific needs and requirements of the client.
Practical Assessment
Sales simulation exercises including (customer interaction practice, needs analysis execution, solution presentation delivery)
Objection handling practice including (common objection scenarios, response techniques, confidence demonstration, resolution strategies)
Negotiation simulations including (terms discussion, pricing negotiation, win-win solutions, agreement closure)
Performance planning including (objective setting, activity scheduling, metric tracking, improvement planning)
Course Overview
This comprehensive Sales by Objectives Training course provides participants with essential knowledge and practical skills required for implementing objective-driven sales strategies and achieving measurable sales results. The course covers fundamental consultative selling principles along with proven techniques for goal setting, customer needs analysis, and performance optimization.
Participants will learn to apply SPIN Selling methodology, Challenger Sale approach, SMART objectives framework, and Solution Selling techniques to create value-driven sales outcomes while ensuring customer satisfaction and long-term relationship building. This course combines sales theory with hands-on application and real-world selling scenarios to ensure participants gain valuable skills applicable to their professional environment while emphasizing ethical selling and sustainable business growth.
Key Learning Objectives
Understand fundamental sales by objectives principles and consultative selling approaches
Apply systematic objective setting and goal achievement methodologies for sales success
Implement customer needs analysis and solution-focused selling techniques
Execute effective sales process management and opportunity progression strategies
Develop relationship building and trust establishment techniques for long-term partnerships
Design performance measurement systems and sales activity optimization methods
Apply negotiation skills and closing techniques for successful deal completion
Establish continuous improvement practices for sustained sales excellence
Knowledge Assessment
Objective setting evaluations including (SMART goals creation, target establishment, measurement criteria, achievement planning)
SPIN selling assessments including (questioning technique practice, needs discovery exercises, solution development scenarios)
Sales process applications including (opportunity qualification, stage progression, activity planning, performance tracking)
Value proposition development including (benefit articulation, differentiation strategies, ROI calculations, presentation skills)
Targeted Audience
Sales representatives seeking systematic selling approaches
Account managers responsible for customer relationships
Business development professionals pursuing new opportunities
Technical sales specialists explaining complex solutions
Inside sales teams managing telephone and digital sales
Sales coordinators supporting sales team activities
Customer service representatives with sales responsibilities
Retail sales professionals serving individual customers