Sales Essentials Course – Uptima Entrepreneur Cooperative

Overview

In our Sales Essentials Course, you will improve your selling techniques and processes to increase sales and customer retention. The course is 6-weeks long and is suited for entrepreneurs who are looking to align their sales efforts with their social impact mission and values.

What You Will Learn

Unit	Topics Covered
Introduction	Look at different sales interactions and what’s working and not working Discuss how you want to show up in the sales process Define what values you want to convey in the sales process
Cultivating Relationships	Gain an understanding of how effective sales strategies start with building a relationship with the customer Learn how to build trust and nurture customer relationships through a consultative sales process Develop a customer intake questionnaire to assess customer fit
Demonstrating Value	Discuss how to articulate your value proposition in the sales process Learn how to overcome customer objections in the sales process Develop a value proposition positioning statement and responses to frequently asked questions
Defining Your Sales Process	Learn how to map out your sales process Discuss ways to improve sales through automation, marketing, education, and other methods Map out your sales process(es) and identify areas for improvement
Tracking Your Customer Data	Learn the benefits of using a customer relationship management system to track customer data Discuss how to choose a customer relationship management system and what data elements are relevant Identify the customer data elements you want to track and how you want to track them
Growing Your Sales Team	Gain an understanding of when it makes sense to start building a sales team Learn how a sales manual can help you keep your sales strategy organized and prepare for building a sales team Develop a sales manual to document your sales strategies

Prerequisites

Must be making sales to customers or have letters of intent for sales to potential customers, have a basic website and social media for your business, and have an up-to-date business plan.

Commit to Building Your Business

Average time commitment for our Sales Essentials Course is 8 hours / week dedicated to building your business, and includes the following weekly activities:

Title	Weekly Activity	Weekly Commitment
Background Materials	Series of required background readings and videos on each unit to be completed online prior to the weekly workshop sessions Describes concepts and their applications in developing a business	1-2 hours / week
Workshops	Weekly workshop sessions led by an expert instructor Lecture and discussion on background materials, group activities, and reflection	2 hours / week
Business Development Activities	Weekly activities focused on your business development Apply concepts learned in background materials and workshops	3-4 hours / week
Peer Mentoring	Weekly video conference with small peer group of other entrepreneurs in your course Present weekly business development activities and receive constructive feedback from peers	1 hour / week

Meet Your Mentors

Apply for Our Entrepreneur Academy

To take our Sales Essentials Course, you must be enrolled in our Entrepreneur Academy.

Our Entrepreneur Academy is a year-long entrepreneurship certificate program to support small business owners in creating plans, improving operations, accessing capital, and developing leadership capabilities to build resilient businesses with social impact.

Learn More About Our Entrepreneur Academy

Apply for Our Entrepreneur Academy