Sales has a big problem. Most salespeople are only taught to sell the features and benefits of their solutions. And while it’s important to understand our products, research tells us that what we really need is to understand people. Professional salesperson or not, we are all selling ourselves and our ideas in one form or another — as parents, as job seekers, as leaders in our careers or in our personal endeavors, and of course as sales professionals. The Kellogg Sales Institute believes that everyone can benefit from learning better ways to influence, persuade, build trust, and inspire those around us. Simply put, sales is helping people make progress in their lives. To be successful at this, we must understand people and how to build strong, positive and powerful relationships.

In every business — large or small — the ability to drive revenue is the most critical job to be done. This all-important revenue “engine” is powered by professional salespeople. Every hour of every day all over the world, salespeople are meeting with prospects and customers and helping them make progress in their lives and their businesses.

Whether they sell for the world’s largest companies or brand-new startup businesses, salespeople must develop the knowledge, skill and discipline to become “elite athletes” in their chosen profession.

The Kellogg Sales Institute is the first of its kind among the world’s elite business schools to study what makes the most successful, magnetic and unstoppable salespeople. We then take what the research tells us about these “elite athletes” of sales and we design inspired learning to help all sellers get good at getting great.

Our Entrepreneurial Selling™ course was named “Top Ten in the U.S.” by Inc. Magazine and is designed for large and medium-sized company salespeople as well as startup businesses. Over 100,000 students have taken our sales courses, and they report that the knowledge, skill and discipline they gained has had a tremendous positive impact … not just on their revenue, but on their lives.