Talent Development • In-depth • ~110 min
Sales Capability Building
Funnel-based diagnosis, sales competency frames, SPIN/Challenger/MEDDIC, sales coaching and impact measurement.
What you'll get: Revenue misses target → book a two-day course → three weeks later nothing changed. This in-depth ~110-minute course is for L&D and sales leaders who want to break that loop: separate capability problems from system problems, build a competency frame from your own best sellers, use funnel data to find the real gap, choose and standardise one methodology (SPIN, Challenger or MEDDIC), design on 70-20-10 with job aids, build a sustainable sales coaching rhythm, and prove impact with a control group.
Who is this course for?
- L&D running capability programs for sales teams
- Sales directors and managers building lasting team capability
- HRBPs supporting a commercial function
After this course, you will
- Diagnose capability gaps with funnel data instead of guesswork
- Build a sales competency frame that fits your business model
- Choose and standardise one sales methodology organisation-wide
- Build a sales coaching rhythm and prove impact on business metrics
Course content (4 modules)
Module 1
Diagnose before you train
Why most sales training fails, building a sales competency frame, and using funnel data to find the real capability gap.
28 min
Module 2
Sales methodologies and program design
SPIN, Challenger, MEDDIC — choosing the right one; and designing capability programs on 70-20-10.
30 min
Module 3
Sales coaching and measuring impact
Coaching on opportunities rather than numbers, a sustainable weekly rhythm, and proving program impact.
30 min
Module 4
Final test & Certificate
A 10-question wrap-up test. Score at least 8/10 to earn the Sales Capability Building certificate.
10 min
Certificate in Sales Capability Building
Complete all 4 modules and score at least 8/10 on the final test to unlock the certificate — issued by Nhan Ha (Tony), MBA, SHRM-CP via TTD. Download the PDF, print it, and share it on LinkedIn.
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