In a recent poll, 73% of respondents say their sales leaders follow an enterprise sales process for closing Federal deals. This is simply not effective! There are too many differences between the Federal and Commercial markets - you're likely losing opportunities by applying the wrong methodology.
This training pathway will help you understand the Federal Market better so you can lead your team with confidence and convey their pipelines effectively to senior leadership.
Your success as a Federal Sales Leader depends on how well your team can sell into this lucrative market. Let us give you the tools and coaching that can make you successful.
This pathway offers a comprehensive approach to Federal sales leadership, management, and Federal forecasting.
Here are all 4 training courses (Instructor-Led and OnDemand) and 2 coaching sessions included in the Federal Sales Leadership Pathway with links so you can dive into the objectives more in-depth.
We recommend diving right into the instructor-led version of our Federal Sales Certification Training course. Attending the live online course allows you to network and learn from other Federal sales reps and ask questions in real time with our course instructor, Kevin Mahoney, who has 20+ years of Federal sales success.
After completing the Federal Sales Certification Training course, jump into your KevinFederal subscription to explore the topics deeper. This resource includes links to all of the topics addressed in the OnDemand course including product certifications, business essentials and more. Additionally, your subscription access includes Access to Methodology Worksheets,
Territory Planning Tool Tips, Tricks and Lessons, Federal Government Acronym lookup tool and more.
The next step we recommend is to enroll in our instructor-led Federal Sales Management Course. This course will equip you with the specific tools you need to effectively lead your Federal Sales teams and the language you need to effectively communicate your progress to leadership.
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Finally, we recommend you sign up for either a 1:1 or group territory, plan and execution coaching session. This session allows you to bring your team's actual territories to the group to discuss ways to penetrate the account, breakdown your whitespace and more.
New Version Launching Soon
The Federal Government is constantly changing, so we recommend enrolling in our Annual Updates course. This course is only 2 hours and covers major changes to how the Federal Government procures products so you can be better prepared.
Finally, we recommend signing up for either a 1:1 or group targeted deal coaching session. This time is spent by bringing your team's actual deals to the group to discuss what you could to do to increase the opportunity amount, bring them to close faster or any other ways to improve your Federal sales performance.
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