Sales are vital to a business and individuals who can sell – themselves, ideas, products, services, and solutions – are the key to any organization’s success. And success in sales is built on a foundation of knowledge, skill, and discipline.
In this online program you will gain a comprehensive view of the entire sales process – from preparation through contact and on to scaling – by building the necessary sales and management habits that lead to success. Through each module you’ll acquire the tools and techniques needed to improve your own sales skills and learn best practices for recruiting, training, building, and managing high-performing sales teams.
Craig Wortmann / Academic Director
To maximize impact, sales teams are encouraged to participate as a group. Special pricing is available for group enrollments. To learn more, contact firstname.lastname@example.org.
Module 1 - Enhancing your Selling and Persuasion Skills
The knowledge, skill and discipline of selling
Sales tools used: Knowledge, Skills, Discipline Assessment; Vitamin or Painkiller?; Walk and Talk
Module 2 - Targeting
Engage in stakeholder mapping, creating personas, planning your week, and talking about your competitors
Sales tools used: Filtering your Target Market; Stakeholder Map; Competitive Talking Points; Weekly Cadence
Module 3 - Lead Generation Tactics
Discover how to build your network, improve cold calls, create effective introductory emails, and apply proactive pursuit
Sales tools used: Proactive Pursuit; Prospecting Script; Email Blueprint; Sales Conversation
Module 4 - Nurturing Prospects
Explore methods for qualifying prospects, listening and asking questions, and acing the meeting
Sales tools used: Personas; Qualifying Questions; Asking the Right Questions; Perfect Sales Meeting; Objections Matrix
Module 5 - Telling the Right Story at the Right Time for the Right Reasons
Understand the power that stories play in persuasion
Sales tools used: Story Matrix; Story Canvas
Module 6 - Presenting Like a Pro
Discover how to engage your audience and win business
Sales tools used: Presenting with Panache; Visuals/Placemats
Module 7 - Closing the Deal and Getting Deals Unstuck
Learn how to get a deal unstuck and understand that closing is simply the natural outcome of a sale done well
Sales tools used: Getting a Deal Unstuck; Closing Well; Team Selling for Impact
Module 8 - Going Above and Beyond
Realize the power of delighting clients
Sales tools used: Win/Loss Debrief; Above & Beyond; Client Delight Index
Module 9 - Team Selling, Giving Feedback and Optimizing the Weekly One-on-One
Examine the roles required for high-impact team selling including the critical role that feedback plays in the weekly one-on-one meetings
Sales tools used: Giving (& Receiving) Feedback; Weekly One-on-One
Module 10 - Putting Your Powerful Sales Toolkit into Action
Absorb the key lessons, review learnings, and complete the individual capstone project designed to help you teach these tools to others
Sales tools used: Knowledge, Skill, & Discipline: Current Assessment; Learn. Teach. Do.; My Quarterly Dashboard
Craig Wortmann - Academic Director; Clinical Professor of Innovation & Entrepreneurship; Executive Director of the Kellogg Sales Institute
Helen Calvin - Chief Revenue Officer, Jellyvision
Jim McAvoy - Founder and President of JWMcAvoy & Company, Ltd.
Suzanne Muchin - Clinical Associate Professor of Kellogg Architectures of Collaboration Initiative (KACI)
Daniel Pink - Ted Talk speaker and author of six books including, When: The Scientific Secrets of Perfect Timing
Thomas Stovall - Facilitator, Intention Mastery, and Think Like a Startup; Founder, ImBlackInTech Membership Network; Google Entrepreneur-in-Residence
Andrew W. Sykes - Adjunct Lecturer of Innovation and Entrepreneurship
What is the program about?
High Impact Selling: A Toolkit for Success delivers a comprehensive set of sales tools and techniques enabling individuals and teams to reach their full selling potential. Participants will learn to improve their selling skills and best practices for recruiting, training, building, and managing high-performing sales teams.
What is the learning experience?
Your learning experience will consist of tools and frameworks delivered via video lectures, live webinars, real world examples and downloadable content. You will put your learning into action through weekly activities, customized assignments and quizzes, discussion boards, and faculty engagement. The program culminates with a capstone project, bringing together all of the key concepts from the program.
What is the program format?
The program consists of 10 modules delivered over 11 weeks online. Learners can expect to dedicate 6-8 hours per week to watch videos, complete assignments and participate in discussions. Each module is opened weekly, allowing a flexible but structured approach to learning, with quizzes/assessments delivered at the module’s conclusion. Learners may choose to engage with the program module all in one sitting or in smaller segments of time throughout the week.
Could a learner choose to opt out of some topics?
No. This is an online program in which a topic module is introduced each week and the learner is expected to watch the video lectures, participate in the live webinars, complete the exercises/activities and take the mastery quiz at the end of each week to progress to the subsequent week’s topic.
Are any of the sessions delivered in real time (live)?
There will be 2-3 live sessions, led by faculty and/or subject matter experts, delivered during the course of the program via a video conferencing platform. These sessions provide learners an opportunity to listen and ask questions, and while they are valuable in enhancing the overall experience, attendance is not mandatory. All live sessions are recorded for later viewing.
What methods will be used for grading and evaluations?
Kellogg program leaders will review assignments, discussions and exercises to determine participants’ understanding of the material.
How much time is allocated to complete assignments
The due date for submitting assignments is typically within 7 days of the module opening, but can be as long as 14 days, depending on the scope of the assignment. However, learners may request deadline extensions to accommodate for business and personal conflicts that may arise during the program timeframe. Reach out to the program leader to discuss any challenges you may have in completing assignments.
Can participation in this program be counted as credit toward a degree, either at Kellogg, Northwestern University or another academic institution?
No. Executive Education offers only non-degree programs and participants who meet the requirements receive a certificate of completion at the end of the program. This certificate does not count as credit toward a degree. In addition, at this time, our online programs do not count as credit toward a Kellogg Executive Scholar Certificate.
Does the program offer community engagement for learners?
Yes, participants can create a profile, connect and collaborate with peers and interact with academic/industry experts such as program leaders and teaching assistants. Office hours will be held during the program and all participants are welcome to join in with questions or to discuss assignments.
What are the requirements for accessing the program?
Participants will need the following to access the program:
Do the programs offer a certificate?
Yes. Participants will receive a digital certificate of completion from Kellogg following a successful conclusion to the program. Since this program is graded as a pass or fail, participants must receive an 80% to pass and obtain the certificate. This digital certificate can be shared with colleagues and posted on LinkedIn. (PLEASE NOTE: We do not provide reports of assessments, or “transcripts,” since this is a non-degree program.)
Who is Emeritus and what is their relationship with Kellogg Executive Education?
Kellogg Executive Education is partnering with Emeritus Institute of Management, an online education provider, to develop and deliver this program. By working with Emeritus, we are able to provide broader access to Executive Education, beyond our on-campus offerings, in a collaborative and engaging format that is consistent with Kellogg’s standard of quality.