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Programs & Services

Sales Professionals


Programs & Services Description
Consultative Process Salespeople learn a problem-solving mindset and an effective process for consulting with both internal and external clients. This program examines a business relationship from the client’s viewpoint and addresses the four NOs that restrain the client from willingly engaging in the recommended solution, service, or product.
Consulting with Clients Salespeople learn to diagnose the client’s change-readiness, identify interests and potential allies, and help set clients up for successful implementation.
Counselor Prospecting Salespeople learn to make better “Go-No/Go” decisions about prospects earlier in the overall sales process. This helps avoid costly customer contact efforts with prospects and empowers salespeople to choose the good suspects who are most likely to become good prospects.
Counselor Salesperson Salespeople learn a win-win approach to selling that emphasizes problem solving from the customer’s point of view. Salespeople learn that there are four common reasons not to buy and build the skills to address each barrier. The Customer Relationship Inventory, to be used with this program or a stand-alone feedback tool, provides valuable input from the customer on their interaction with the salesperson.
Counselor Salesperson Challenge Assesses a salesperson's ability to effectively apply the consultative selling skills taught during The Counselor Salesperson.
Global Effectiveness Salespeople will be become more savvy toward inter-cultural interactions and thus more effective at conducting business across cultures. With a greater depth of knowledge salespeople will avoid cultural misunderstandings and conduct business more efficiently and effectively.
Negotiating to Yes Salespeople learn a proven approach for turning face-to-face confrontation into side-by-side problem solving. This efficient process helps salespeople reach optimal business agreements that are satisfying to both parties and actually strengthen professional relationships.
Networking for Success Empowers salespeople to comfortably and effectively approach the people they need to and who are most likely to become good business contacts.
Sales Advantage Series
  1. Aligning Sales with Business Value
  2. Conducting Strategic Business Calls: Discovering Critical Success Factors
  3. Aligning with Customer Buying Behaviors
  4. Creating Differentiated Offerings
  5. Managing the Competition
  6. Managing Decisions
  7. Managing Opportunities
The series, comprised of seven modules, equips high-performing salespeople to be seen by clients as true business advisors, to their customers and strategist for their own organization. The first four modules focus on the consultative skills needed to be a trusted advisor. These modules takes the salesperson through the most critical aspects of consulting: discovering the customer’s critical success factors, aligning the solution to the customer’s buying processes, differentiating the customer offering, and improving the customer’s business processes. All of these areas are vital to creating business value for the customer and are strengthened with highly strategic business calling skills to support the collaborative efforts. The second three modules focus on developing the strategic skills necessary to be a strategist to one’s own company. These strategist modules focus on identifying high probability and high profitability opportunities, influencing the customer’s decision making process, and developing competitive strategies that are more aligned to the customer than the competition’s strategy does.
Salesperson Navigator This comprehensive 360-degree feedback process identifies salesperson strengths and development opportunities using our key Sales Superiority competency model. Individual reports include recommendations and resources to support development of the highest-priority sales skill needs. Results can also be aggregated to look at group-level strengths and development opportunities. Salesperson Navigator can easily be customized to meet your organization’s specific needs.
Turning Information into Sales Salespeople will gain the tools to effectively discover business needs, identify what matters and apply it so they are able to create compelling solutions.
Turbocharging Discovery Agreements This unique half-day workshop designed specifically for graduates of The Counselor Salesperson. This practical, hands-on workshop helps salespeople deepen their understanding and strengthen their ability to better apply the critical Discovery and Discovery Agreement skills that are the foundation of the Counselor Approach. The program is intended for business-to-business salespeople and their managers.
Versatile Salesperson People buy from people they are comfortable with. Salespeople gain a simple yet robust method for improving their ability to quickly build rapport with customers and prospects of all levels. The Social Styles Profile, a multi-rater instrument provides valuable feedback to the salesperson on his or her interactions with clients and colleagues.
UPFRONT: Persuasion
Through Presentation
Salespeople learn how to develop and deliver clear, concise, compelling presentations that will effectively influence your target audience.
Impact Evaluation Our Impact Evaluation services are designed to answer a deceptively simple question – did you get the desired result from your performance improvement efforts? Options include post-course Impact Surveys, which measure behavior and performance changes; Opportunity Reviews that examine employees’ performance changes using a case study approach; and Business Metrics Analysis, a research-based approach that determines the effects of your performance improvement effort on your specific metric of interest (e.g., revenue, quota, productivity). All of our Impact Evaluation services can be customized to address your specific needs.


Sales Support Professionals


Programs & Services Description
Consulting with Clients Salespeople learn to diagnose the client’s change-readiness, identify interests and potential allies, and help set clients up for successful implementation.
Consultative Process Salespeople learn a problem-solving mindset and an effective process for consulting with both internal and external clients. This program examines a business relationship from the client’s viewpoint and addresses the four NOs that restrain the client from willingly engaging in the recommended solution, service, or product.
Counselor Salesperson Salespeople learn a win-win approach to selling that emphasizes problem solving from the customer’s point of view. Salespeople learn that there are four common reasons not to buy and build the skills to address each barrier. The Customer Relationship Inventory, to be used with this program or a stand-alone feedback tool, provides valuable input from the customer on their interaction with the salesperson.
Global Effectiveness Sales specialists gain an awareness of inter-cultural differences in interactions and how to be more effective at conducting business across cultures. With a greater depth of knowledge they will avoid cultural misunderstandings and conduct business more efficiently and effectively.
Negotiating to Yes Sales specialists learn a proven approach for turning face-to-face confrontation into side-by-side problem solving. This efficient process helps salespeople reach optimal business agreements that are satisfying to both parties and actually strengthen professional relationships.
Sales Advantage Series High-performing salespeople learn how to analyze their customers’ business priorities and processes, gain better access within customer organizations, and create solutions that will make a difference for their businesses. Salespeople build credibility with, gain access to, and work effectively at executive levels by understanding customers’ business and adding value during the sales process.
(Creating Competitive Business Solutions - updated)
Salesperson Navigator This comprehensive 360-degree feedback process identifies salesperson strengths and development opportunities using our key Sales Superiority competency model. Individual reports include recommendations and resources to support development of the highest-priority sales skill needs. Results can also be aggregated to look at group-level strengths and development opportunities. Salesperson Navigator can easily be customized to meet your organization’s specific needs.
Signature Service Service providers learn to manage contacts in a way that offers greater satisfaction to customers and increased customer loyalty.
Turning Information into Sales Salespeople will gain the tools to effectively discover business needs, identify what matters and apply it so they are able to create compelling solutions.
Versatile Salesperson People buy from people they are comfortable with. Salespeople gain a simple yet robust method for improving their ability to quickly build rapport with customers and prospects of all levels. The Social Styles Profile, a multi-rater instrument provides valuable feedback to the salesperson on his or her interactions with clients and colleagues.
Impact Evaluation Our Impact Evaluation services are designed to answer a deceptively simple question – did you get the desired result from your performance improvement efforts? Options include post-course Impact Surveys, which measure behavior and performance changes; Opportunity Reviews that examine employees’ performance changes using a case study approach; and Business Metrics Analysis, a research-based approach that determines the effects of your performance improvement effort on your specific metric of interest (e.g., revenue, quota, productivity). All of our Impact Evaluation services can be customized to address your specific needs.


Inbound Sales Representatives


Programs & Services Description
Counselor Prospecting Salespeople learn to make better “Go-No/Go” decisions about prospects earlier in the overall sales process. This helps avoid costly customer contact efforts with prospects and empowers salespeople to choose the good suspects who are most likely to become good prospects.
Inbound Sales Excellence Inbound salespeople and call center agents gain the skills to guide the incoming call, discover the caller’s needs, relate those needs to a solution, and finalize the sale. They also learn how to establish credibility for increased customer connection and loyalty.
Salesperson Navigator This comprehensive 360-degree feedback process identifies salesperson strengths and development opportunities using our key Sales Superiority competency model. Individual reports include recommendations and resources to support development of the highest-priority sales skill needs. Results can also be aggregated to look at group-level strengths and development opportunities. Salesperson Navigator can easily be customized to meet your organization’s specific needs.
Signature Service Service providers learn to manage contacts in a way that offers greater satisfaction to customers and increased customer loyalty.
Turning Information into Sales Salespeople will gain the tools to effectively discover business needs, identify what matters and apply it so they are able to create compelling solutions.
Versatile Salesperson People buy from people they are comfortable with. Salespeople gain a simple yet robust method for improving their ability to quickly build rapport with customers and prospects of all levels. The Social Styles Profile, a multi-rater instrument provides valuable feedback to the salesperson on his or her interactions with clients and colleagues.
Impact Evaluation Our Impact Evaluation services are designed to answer a deceptively simple question – did you get the desired result from your performance improvement efforts? Options include post-course Impact Surveys, which measure behavior and performance changes; Opportunity Reviews that examine employees’ performance changes using a case study approach; and Business Metrics Analysis, a research-based approach that determines the effects of your performance improvement effort on your specific metric of interest (e.g., revenue, quota, productivity). All of our Impact Evaluation services can be customized to address your specific needs.


Sales Managers


Programs & Services Description
Coaching for Sales Performance Offers sales managers coaching skills and techniques to create the conditions under which salespeople can succeed.
Counselor Salesperson Managers can implement this course to help support teams and other functions understand the selling approach they are using that emphasizes problem solving from the customer’s point of view.
Interviewing for Selection Part of our Leading for Performance leadership development series, Interviewing for Selection is a one-day program that offers leaders behavioral interviewing skills that have been proven to dramatically enhance an organization’s employee selection process.
Lighthouse Coaching Managers gain the power to effectively coach and support the programs that their sales force just learned which significantly improves the results and helps ensure lasting change.
Managing Sales Performance Sales leaders see how to drive performance through their coaching efforts. Sales leaders gain the tools and skills they need to improve, maintain, and stretch the performance of all their salespeople, achieving results at all levels.
Reinforcing the Counselor Approach Provides ongoing learning and sales coaching support for sales managers and their salespeople in support of Counselor Salesperson. The course offers a step-by-step process and tools for working individually with salespeople to enhance their counselor approach skills.
Reinforcing Signature Service Designed to reinforce skills and concepts that participants learned in Signature Service. Included in each session is an action planning section that encourages participants to use their skills on a daily basis.
Sales Leader Navigator This 360-degree feedback process is for sales leaders at all levels. It evaluates the leadership skills that a successful sales leader needs based on Wilson Learning’s flexible Integrated Sales Leadership competency model which can be quickly and easily customized to meet your organization’s specific needs. The individual report includes recommendations and resources to support developing or improving the leader’s highest-priority skill needs. Results can also be aggregated to look at group-level strengths and development opportunities.
The Sales Leader Manager This course provides sales managers with a process for helping their salespeople realize their full sales potential by creating an environment that supports successful business results. It helps sales managers understand their own role in executing sales strategy so they can help salespeople align to the organization's strategy.
Salesperson Navigator This comprehensive 360-degree feedback process identifies salesperson strengths and development opportunities using our key Sales Superiority competency model. Individual reports include recommendations and resources to support development of the highest-priority sales skill needs. Results can also be aggregated to look at group-level strengths and development opportunities. Salesperson Navigator can easily be customized to meet your organization’s specific needs.
Turning Information into Sales Managers can implement this course to help support teams and other functions gain the tools to effectively discover business needs, identify what matters and apply it so they are able to create compelling solutions.
Impact Evaluation Our Impact Evaluation services are designed to answer a deceptively simple question – did you get the desired result from your performance improvement efforts? Options include post-course Impact Surveys, which measure behavior and performance changes; Opportunity Reviews that examine employees’ performance changes using a case study approach; and Business Metrics Analysis, a research-based approach that determines the effects of your performance improvement effort on your specific metric of interest (e.g., revenue, quota, productivity). All of our Impact Evaluation services can be customized to address your specific needs.


Service Providers


Programs & Services Description
Coaching for Performance Offers sales managers coaching skills and techniques to create the conditions under which salespeople can succeed.
Reinforcing Signature Service Designed to reinforce skills and concepts that participants learned in Signature Service. Included in each session is an action planning section that encourages participants to use their new skills on a daily basis.
Signature Service Service providers learn to manage interactions with customers ranging from comfortable to irate and acquire skills to move them all to a satisfied level.