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Sales Skills for Today: An Introduction to Entrepreneurial Sales

Entrepreneurial Sales Institute and Glasgow Caledonian University via FutureLearn Program


Created by the Entrepreneurial Sales Institute and credit-rated by Glasgow Caledonian University, this 12-week credential goes beyond sales training and will equip you with the entrepreneurial selling skills and sales mindset that you need to sell effectively in today’s challenging market.

Invest in your sales career and develop real-world sales skills

High performing salespeople will always be in demand, and strengthening your selling skills is a powerful investment for anyone working in sales or managing a sales pipeline with a revenue target.

Whilst the broad range of complex skills required to sell successfully in today’s world have evolved significantly, sales training has not. As a result, there is a global deficit of quality sales talent, with sales positions now rated as the second hardest job role to fill globally.

On this microcredential, have the opportunity to certify your sales skills to a professional standard by earning a sales diploma and develop the sales skills, competencies, and mindset that employers look for in their salespeople.

Upskill in entrepreneurial selling to drive high sales performance

Created and led by experts at the Entrepreneurial Sales Institute, this credential will help you develop your professional approach to selling, as you learn how to think about sales in a more considered, and results-orientated way.

Offering more than just sales training, this microcredential will help you to discover the value of understanding your buyer’s motivations, and build your collaboration skills for working with a prospect to ensure you close on time and mitigate risk.

You’ll finish the microcredential with a deeper understanding of how to think like a high-performing sales professional, as well as the motivation and skills to achieve as one.

Do I need to have experience working in sales?

Whilst some sales experience in a b2b sales environment is required to draw upon during course tasks, this microcredential is for individuals engaged in sales-related activities at any stage in their career. It aims to standardise the sales profession, and provide systematic and key sales knowledge to increase professionalism within the area.

How do I earn the final sales diploma?

The microcredential is assessed through a portfolio of work and impact statements that are submitted throughout the course. The credit-rated sales diploma will provide evidence of your sales competencies and understanding of this new approach towards sales as a complex profession.

This microcredential meets the standards set by the Common Microcredential Framework.


Courses under this program:
Course 1: Basics
-Learn about the basic concept and key principles of entrepreneurial sales.

Course 2: Introduction
-Find out how you’ll learn, what to expect from the course, and how to navigate the digital learning space.

Course 3: Business Issue
-Explore the sales rationale for what you sell and how it relates to your relationship with your business and the wider market.

Course 4: Impact Week One
-Reflect on your learning so far and consider the impact your learning has had on your skills and understanding.

Course 5: Understanding Your Customer
-Learn the importance of understanding your buyer’s perspective and motivations and how to uncover the information you need.

Course 6: Transparency
-Learn the level of clarity you need to know – rather than think – that a deal will be done and how this affects your relationship.

Course 7: Impact Week Two
-Reflect on the impact of your learning from the second half of the credential and submit two impact statements for assessment.

Taught by

Belinda Brummer, Alan Maguire and Beatrix Daniel


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