Sales Career Path

Who this path is for

• Salespeople and pre-sales staff: Steps 1 and 2, then Sales Negotiation (SS-SN).
• Account managers: Steps 1 and 2, then Key Account Management (SA-KAM) and Sales Negotiation (SS-SN).
• Bid and tender teams: Steps 1 and 2, then Tender Bids Management (SA-TM) and Managing Project Bids, Execution and Delivery (SA-PBD).
• Sales managers and team leaders: Step 2, then Step 4. Start at Step 1 when the team needs the basics again.

The courses in order

Take the courses step by step. Each step builds the skills that the next step needs.

Step 1: Start the Sales Conversation

Ask the right questions, find the customer's need and close the sale. The course includes a half-day module on product presentation.

Step 2: Advise Business Buyers

Build trust with business buyers as their adviser. Then use social media to find and engage them. Take B2B Trusted Sales Advisor first, then Social Selling.

Step 3: Grow Accounts, Negotiate and Win Bids

Choose the courses that fit the role: grow key accounts, negotiate the sale, and win and deliver tenders. Take Key Account Management before Sales Negotiation, and Tender Bids Management before Managing Project Bids, Execution and Delivery.

Step 4: Lead the Team to Target

Set the sales KPIs, plan the go-to-market and manage the sales risks. Then lead the people who deliver the target.

Skills for every career path

Every Kognifi career path includes two shared skill groups: Communicate and Influence, and Personal Effectiveness. Communicate and Influence helps people work with customers and colleagues. Personal Effectiveness helps people plan and manage their own work.

Communicate and Influence

Write and speak clearly, present to clients and work with different personalities.

Personal Effectiveness

Plan and run projects, manage your own work, use AI tools at work and manage work stress.

How a team takes the path

• In-house: one course at a time for one group of 6 to 16 participants, at your office in any state or online. One day costs RM 10,500 for one group.
• Public classes: send one or two people to a public class in Petaling Jaya. Each course card shows the next date.
• Each course ends with an assessment. Participants who pass 80% of the assessment get the Certificate of Competency.

What the team can do at the end

• Run a sales conversation that fits the product to the customer's need and closes the sale.
• Keep a sales pipeline that the manager can see and control.
• Plan and win key accounts, tenders and project bids.
• Lead the team to its target with KPIs and a go-to-market plan.

Questions about the Sales path

Is each course HRD Corp (HRDF) claimable?

Yes. Each course is an HRD Corp Claimable Course (SBL-KHAS) for HRD Corp registered employers.

How many courses are in the path?

Fifteen courses of two days each: 30 training days in all. Nine courses are for the sales role and six are in the two common areas. Not every person takes every course.

Do we need to take the courses in order?

Yes, for the best result. Start at Step 1 and take the steps in order. Each role takes only the courses it needs (see Who this path is for). Tell us the roles in your team, and we suggest the starting step.

Can you plan the path for our team?

Yes. Tell us the team size and the roles, and we send a plan and a quote.