master of sales excellence e-brochure

MASTER OF SALES EXCELLENCEby The Hartfield-IMC Partnership

“A Public Sales Course Dedicated to Educating, Enlightening,and Empowering Professionals in Every Sales Endeavour”

“our effective sales training programme is a combination of

seminars, case studies, and group workshops aimed at giving

delegates a solid grounding in the basic, intermediate and advanced aspects of sales.”

1. About Hartfield-IMC 2

2. Tutor Profiles and Testimonies 3 - 4

3. Teaching Methodology 5

4. Course Outline 6

5. Programmes/ Schedule 7

6. Investment Summary 8

Organisations and clients we have worked with CONTENT

“our effective sales training programme is a combination of

seminars, case studies, and group workshops aimed at giving

delegates a solid grounding in the basic, intermediate and advanced aspects of sales.”

1. About Hartfield-IMC 2

2. Tutor Profiles and Testimonies 3 - 4

3. Teaching Methodology 5

4. Course Outline 6

5. Programmes/ Schedule 7

6. Investment Summary 8

Organisations and clients we have worked with CONTENT

studies in Psychology, Neuro Linguistic‘LanreProgramming (NLP) and Quantum Physics, led Olusola brings him to become an AAMET U.K. Certified years of Matrix Reimprinting Practitioner and extensive studyEmotional Freedom Technique (EFT) spanning the Therapist.fields of

Engineering,Lanre Olusola is respected nationally and Performanceinternationally for imparting exceptionalImprovementproblem solving, motivational, inspirational,Management,human developmental, leadership and Humanmanagement skills. Behavioural

Psychology,He has worked extensively with the UK Governance, Organizational Design, Business Government through the Department forTransformations and MetaMedicine.International Development (DFID), and the Nigerian Government, Various StateConsequent upon diverse engagements and Governments and Government agencies, and phenomenal transformation across severalother International Donor Organizations such industries, he has been described by many as as The World Bank, and the British Council Peak Performance Catalyst, Life Coach, Health etc.Therapist, National Development Strategist

and Executive Advisor.Lanre is involved in various capacities with and sits on the board of some of the followingLanre is an alumnus of the world-renownednot-for profit organizations: FATE Foundation,Harvard Business School, BostonFord Foundation, MTN Foundation, UNICEF,Massachusetts USA, An ASET, U.K certified LifeCITIGROUP Foundation, IFC, NESG, Linkachildcoach. He graduated as a Performance Coach GTE Ltd, and Inspire Africa Foundation.from Europe's Number 1 Coaching institution;

The Coaching Academy, U.K. His advanced

Tutor Profiles & Testimonials

The Hartfield-IMC Partnership is the The Master of Sales Excellence (MSE) coming together of two companies with the Programmecommon purpose of helping organisations of At Hartfield-IMC, we understand thatall sizes to coach and train their sales Salespeople are the most vital elements in the personnel into competent, effective, and profitability of any organisation as their result-driven professionals. performance defines the organisation's

bottom line. Our objective therefore is toHartfield-IMC takes pride in being one of the produce sales professionals capable of few partnerships in Nigeria to have performing at the highest level consistentlyharnessed, developed, and packaged a whilst also transforming the perception of coaching and training programme which Sales into an endeavour worthy of honour,draws on psychology, sales techniques and respect and recognition.scientifically-proven principles which havecontributed to the continued success of some Programme Deliveryof the leading organisations in the world. For

The programme will be delivered over a the first time in Nigeria, organisations and period of 5 days and will be coordinated by individuals now have the opportunity to enrolthe Hartfield-IMC Partnership. It will be open on a Master of Sales Excellence (MSE) to both business organisations and membersProgramme which combines the best aspects of the public wishing to take part in a of Peak Performance Coaching and programme that is essentially an “MBA in Fundamental Sales Training.Sales”

Our programme has been created toincorporate proven coaching and trainingmethods which include practical simulations,relevant case studies, and real-worldscenarios designed to educate and empowertraining delegates.

“I live by certain virtues, positive energy works “The most unique and important phenomenon about sitting under Lanre Olusola's coaching is thateffectively for me in every situation! Youfrom the very first session he makes a strong, deep succeeded in bringing out those positive spiritual or spiritual connection with your Essence i.e. who thoughts in me!" you are as a person, brand or business. These

-Dr Mudashiru sessions have been priceless to me.”-TY Bello

“I found that my sessions with Lanre Olusola helped me look deeper at the root causes, while “I cannot thank you enough for your assistance in talking through the solutions and even sometime this our journey….With particular reference to the tapping away the problems and over time, they subject of emotional intelligence & quotient, it's ALL go away. evident that such matters must never be ignored.I heal and even have the ability to look back and be Many thanks once again for joining us in our thankful for these experiences”. journey. You're indeed “The Catalyst”.-Mo Abudu -Babasola Alokolaro (Chief Counsel to his

Excellency the Governor of Lagos State)“It seemed insurmountable but one of Lanre's besttraits is his ability to help his 'coachee' re-traintheir minds to believe and have faith that nothing was insurmountable with the right attitude.”-Betty Irabor

Testimonials on Lanre Olusola

About the Hartfield-IMC Partnership

studies in Psychology, Neuro Linguistic‘LanreProgramming (NLP) and Quantum Physics, led Olusola brings him to become an AAMET U.K. Certified years of Matrix Reimprinting Practitioner and extensive studyEmotional Freedom Technique (EFT) spanning the Therapist.fields of

Engineering,Lanre Olusola is respected nationally and Performanceinternationally for imparting exceptionalImprovementproblem solving, motivational, inspirational,Management,human developmental, leadership and Humanmanagement skills. Behavioural

Psychology,He has worked extensively with the UK Governance, Organizational Design, Business Government through the Department forTransformations and MetaMedicine.International Development (DFID), and the Nigerian Government, Various StateConsequent upon diverse engagements and Governments and Government agencies, and phenomenal transformation across severalother International Donor Organizations such industries, he has been described by many as as The World Bank, and the British Council Peak Performance Catalyst, Life Coach, Health etc.Therapist, National Development Strategist

and Executive Advisor.Lanre is involved in various capacities with and sits on the board of some of the followingLanre is an alumnus of the world-renownednot-for profit organizations: FATE Foundation,Harvard Business School, BostonFord Foundation, MTN Foundation, UNICEF,Massachusetts USA, An ASET, U.K certified LifeCITIGROUP Foundation, IFC, NESG, Linkachildcoach. He graduated as a Performance Coach GTE Ltd, and Inspire Africa Foundation.from Europe's Number 1 Coaching institution;

The Coaching Academy, U.K. His advanced

Tutor Profiles & Testimonials

The Hartfield-IMC Partnership is the The Master of Sales Excellence (MSE) coming together of two companies with the Programmecommon purpose of helping organisations of At Hartfield-IMC, we understand thatall sizes to coach and train their sales Salespeople are the most vital elements in the personnel into competent, effective, and profitability of any organisation as their result-driven professionals. performance defines the organisation's

bottom line. Our objective therefore is toHartfield-IMC takes pride in being one of the produce sales professionals capable of few partnerships in Nigeria to have performing at the highest level consistentlyharnessed, developed, and packaged a whilst also transforming the perception of coaching and training programme which Sales into an endeavour worthy of honour,draws on psychology, sales techniques and respect and recognition.scientifically-proven principles which havecontributed to the continued success of some Programme Deliveryof the leading organisations in the world. For

The programme will be delivered over a the first time in Nigeria, organisations and period of 5 days and will be coordinated by individuals now have the opportunity to enrolthe Hartfield-IMC Partnership. It will be open on a Master of Sales Excellence (MSE) to both business organisations and membersProgramme which combines the best aspects of the public wishing to take part in a of Peak Performance Coaching and programme that is essentially an “MBA in Fundamental Sales Training.Sales”

Our programme has been created toincorporate proven coaching and trainingmethods which include practical simulations,relevant case studies, and real-worldscenarios designed to educate and empowertraining delegates.

“I live by certain virtues, positive energy works “The most unique and important phenomenon about sitting under Lanre Olusola's coaching is thateffectively for me in every situation! Youfrom the very first session he makes a strong, deep succeeded in bringing out those positive spiritual or spiritual connection with your Essence i.e. who thoughts in me!" you are as a person, brand or business. These

-Dr Mudashiru sessions have been priceless to me.”-TY Bello

“I found that my sessions with Lanre Olusola helped me look deeper at the root causes, while “I cannot thank you enough for your assistance in talking through the solutions and even sometime this our journey….With particular reference to the tapping away the problems and over time, they subject of emotional intelligence & quotient, it's ALL go away. evident that such matters must never be ignored.I heal and even have the ability to look back and be Many thanks once again for joining us in our thankful for these experiences”. journey. You're indeed “The Catalyst”.-Mo Abudu -Babasola Alokolaro (Chief Counsel to his

Excellency the Governor of Lagos State)“It seemed insurmountable but one of Lanre's besttraits is his ability to help his 'coachee' re-traintheir minds to believe and have faith that nothing was insurmountable with the right attitude.”-Betty Irabor

Testimonials on Lanre Olusola

About the Hartfield-IMC Partnership

‘Segun Akande Amongst Segun's chief accomplishments is the setting up of the Nigerian InvestmentpossessesBanking League which has now become an extensiveindustry benchmark for recognition of experience in performance and service quality amongst the diverse business country's top investment banks.fields including

Financial Services,In 2008, Segun Akande established SBARecruitment,Financial Training in partnership with 7-City Business Research,Learning, a UK-based training outfit with a Training and Sales. global presence across Europe, Asia and Segun is widely North America. Today, SBA Financial Trainingacknowledged as has rapidly become one of the leading an expert on Sales and has continued to gaintraining companies in Nigeria. Segun is also a a reputation for the “Effective Sales” coursesTechnical Partner at Hartfield Limited for Sales he facilitates.Training and has quickly garnered a reputationfor his exciting, motivating and highly He is currently the Managing Director of SBAinformative Sales Courses.Interactive, a financial data services and Segun brings to the fore a solid background in research company based in Lagos with close all aspects of sales as well as a genuine desireties to Reuters, Bloomberg, and The Financial and passion to train and develop people of all Times Interactive Data, as well as clientslevels and backgrounds into relationship-including Goldman Sachs and Barclays Capital.focused and result-orientated individuals in their professional and personal lives.

“Well-structured, practical, relevant and lively “Segun has really impacted my psychology as a training that fully met expectations...Segun Salesperson. I am more confident, a betterdemonstrated confidence in addressing issues; he communicator, and feel enlightened knowing the respects opinions, and delivered a well-structured difference between SALES and MARKETING”handbook... ” -Michael, The Deekay Group-Marina Securities

“This Sales Course has increased my confidence“I'd find it hard to recommend any other sales and has helped me to understand how to deal and trainer than Segun Akande. He was on top of his communicate with clients to get results”game! ” -Mamuda-Mr. Kolawole, PZ Cussons

“The amount of ground this course covered within “Being a teacher myself, the trainer has all I want a short space of time was incredible. Even morefrom a tutor. He is 99% satisfactory as a trainer impressive is the fact that the course was deliveredanywhere” in a simple, engaging and interactive way which -Mr. Lawal, Assudamal Group ensured that everybody gained something”

-Adeoye

Testimonials on ‘Segun Akande

Each day of the course is carefully structured MSE Gold Certificateto provide insights into different areas of how (Distinction) 80% and aboveto be an effective Sales Professional. For each MSE Silver Certificate 65% - 79%subject area we examine how the subject MSE Bronze Certificate 50% - 64%principles work, and how they can be applied to everyday situations. Successful candidates will be issued with the

MSE Certificate (Gold, Silver or Bronze) which A coaching & training day involves: is recognized by NCFE, one of the UnitedŸ Lectures to convey underlying knowledge Kingdom's leading and respected certificationŸ Case studies to contextualize knowledge bodies. For more information about NCFE, Ÿ Where possible, participation and visit www.ncfe.org.uk. Candidates who fall

contributions from a senior member of short of the 50% pass mark will only be issued your organisation may be sought in order a Certificate of Attendance.to further drive home the programme.

Ÿ Group work to ensure peer interaction, Certificates will be issued to participants 4 cultural mixing and networking skills weeks after the programme at a special award

Ÿ Simulations to practice knowledge ceremony.Ÿ Homework to apply knowledgeŸ Projects to 'stitch' different knowledge Tosin Oyelese

areas On behalf of Hartfield-IMCŸ An examination to test newly-acquired Tel: +234813 797 5838

knowledge Email: [email protected]

Classroom slide packs and workbooksgenerated by Hartfield-IMC KnowledgeManagement System.

All participants in the Master of Sales Excellence Programme will be required to sit for an examination on the last day of the programme. Certificates will be issued atdifferent grades according to individual performance. Gold, Silver and BronzeCertificates will be issued according toindividuals' results as follows:

Materials

Assessment

Teaching MethodologyTutor Profiles

‘Segun Akande Amongst Segun's chief accomplishments is the setting up of the Nigerian InvestmentpossessesBanking League which has now become an extensiveindustry benchmark for recognition of experience in performance and service quality amongst the diverse business country's top investment banks.fields including

Financial Services,In 2008, Segun Akande established SBARecruitment,Financial Training in partnership with 7-City Business Research,Learning, a UK-based training outfit with a Training and Sales. global presence across Europe, Asia and Segun is widely North America. Today, SBA Financial Trainingacknowledged as has rapidly become one of the leading an expert on Sales and has continued to gaintraining companies in Nigeria. Segun is also a a reputation for the “Effective Sales” coursesTechnical Partner at Hartfield Limited for Sales he facilitates.Training and has quickly garnered a reputationfor his exciting, motivating and highly He is currently the Managing Director of SBAinformative Sales Courses.Interactive, a financial data services and Segun brings to the fore a solid background in research company based in Lagos with close all aspects of sales as well as a genuine desireties to Reuters, Bloomberg, and The Financial and passion to train and develop people of all Times Interactive Data, as well as clientslevels and backgrounds into relationship-including Goldman Sachs and Barclays Capital.focused and result-orientated individuals in their professional and personal lives.

“Well-structured, practical, relevant and lively “Segun has really impacted my psychology as a training that fully met expectations...Segun Salesperson. I am more confident, a betterdemonstrated confidence in addressing issues; he communicator, and feel enlightened knowing the respects opinions, and delivered a well-structured difference between SALES and MARKETING”handbook... ” -Michael, The Deekay Group-Marina Securities

“This Sales Course has increased my confidence“I'd find it hard to recommend any other sales and has helped me to understand how to deal and trainer than Segun Akande. He was on top of his communicate with clients to get results”game! ” -Mamuda-Mr. Kolawole, PZ Cussons

“The amount of ground this course covered within “Being a teacher myself, the trainer has all I want a short space of time was incredible. Even morefrom a tutor. He is 99% satisfactory as a trainer impressive is the fact that the course was deliveredanywhere” in a simple, engaging and interactive way which -Mr. Lawal, Assudamal Group ensured that everybody gained something”

-Adeoye

Testimonials on ‘Segun Akande

Each day of the course is carefully structured MSE Gold Certificateto provide insights into different areas of how (Distinction) 80% and aboveto be an effective Sales Professional. For each MSE Silver Certificate 65% - 79%subject area we examine how the subject MSE Bronze Certificate 50% - 64%principles work, and how they can be applied to everyday situations. Successful candidates will be issued with the

MSE Certificate (Gold, Silver or Bronze) which A coaching & training day involves: is recognized by NCFE, one of the UnitedŸ Lectures to convey underlying knowledge Kingdom's leading and respected certificationŸ Case studies to contextualize knowledge bodies. For more information about NCFE, Ÿ Where possible, participation and visit www.ncfe.org.uk. Candidates who fall

contributions from a senior member of short of the 50% pass mark will only be issued your organisation may be sought in order a Certificate of Attendance.to further drive home the programme.

Ÿ Group work to ensure peer interaction, Certificates will be issued to participants 4 cultural mixing and networking skills weeks after the programme at a special award

Ÿ Simulations to practice knowledge ceremony.Ÿ Homework to apply knowledgeŸ Projects to 'stitch' different knowledge Tosin Oyelese

areas On behalf of Hartfield-IMCŸ An examination to test newly-acquired Tel: +234813 797 5838

knowledge Email: [email protected]

Classroom slide packs and workbooksgenerated by Hartfield-IMC KnowledgeManagement System.

All participants in the Master of Sales Excellence Programme will be required to sit for an examination on the last day of the programme. Certificates will be issued atdifferent grades according to individual performance. Gold, Silver and BronzeCertificates will be issued according toindividuals' results as follows:

Materials

Assessment

Teaching MethodologyTutor Profiles

MODULES RATIONALE TUTOR

Day1 IntrProgramme

oduction to the MSE

Self-Discovery & Mastery

Emotional Intelligence

Tosin Oyelese

Lanre Olusola

Day2 Communication Skills

Client Profiling

Cold Calling

Segun Ak ande

Lanre Olusola

Segun Akande

Day3 Sales Psycology

Neg otia tion Skills

Segun AkandeLanre Olusola

Segun Akande

Day4 Knowledg e

Building Relationship

Segun Ak ande

At the end of this programme participantsMaster of Sales Excellence (MSE): will gain the following:5-Day Programme

Ÿ The ability to overcome psychologicalEveryone in business is in sales. A sales barriers to peak performanceperson sells ideas, products and services toŸ An understanding of how to evaluatecustomers or clients as well as to those in

clients and select the best methods of senior positions within the organization.selling to themChairmen, Presidents or CEO's sell their

Ÿ A deep insight into the power of company, ideas, products and services toEmotional Intelligencefinanciers, shareholders, the press, and

Ÿ Improved cold calling success rateclients.Ÿ Effective communication skills that will However, the art of sales is often overlooked,

translate into increased salesundermined and unappreciated, thus leading Ÿ Finely tuned negotiation skillsto underperformance. This programme will Ÿ Competency at building excellentempower participants to be more effective

rapport with clients and people in sales professionals capable of building long-generalterm relationships and revenue for their

Ÿ A greater sense of pride in Sales and organisations.Business Development

Programme/ScheduleCourse Outline

What the programme is about, outline of course content and preparing participants for the course.

Discovering and building up yourEmotional Quotient (E.Q.), and understanding the power of values,beliefs, words, emotions and thoughts.

Developing good listening skills, understanding NLP, and building rapport.

This module will explore the importance as well as the methodsof profiling prospective clients.Profiling clients is one of the mosteffective ways of knowing the bestway to approach a client.

- Preparing for a cold call- Rules of Engagement- How to Handle difficult and awkward prospects- Getting past gate keepers

Understanding the power and impact of internal and externalperception.

Finding win-win solutions, observing the Golden Rules of Negotiations, and executing the “Silent Close”

Accepting Knowledge as the bedrock to successful and unsuccessful sales efforts, and “knowing what to know”

Rediscovering the lost art of Relationship Building in Sales. Applying the principles of Love,Honesty, and Care.

Examination and Assessment Day All participants in the programmewill be required to sit an examination comprising of multiple choice questions as well as mini-case studies.Learning through play.Games, Exercises, & Networking