Local training and development company ProFormance will work with Competenz to offer a 10 month course, where candidates can earn a National Certificate in Sales – Level 3.
The company says that the course will give graduates, and the industry, the knowledge that their sales skills and ability place them at qualification standard. Jo Hyland, director of ProFormance will lead the programme.
Jo Hyland, director of ProFormance, will lead the programme
She says, “This is a New Zealand wide recognised qualification. Trained by ProFormance trainers and managed by Competenz, the course offers so much more than a qualification, however. It offers a networking opportunity for sales people to discuss issues and challenges common to their roles and ultimately raise the level of professionalism across the industry. As an open public course, companies can enrol one or more sales representatives, which means at last, it is not only the larger companies that can afford to train their staff.”
The company boasts 16 years’ experience working in the local print industry, specialising in sales, customer service and leadership training and partnering with organisations in developing high performing teams. These include Blue Star, BJ Ball, Spicers, and Konica Minolta, often working on in-house tailored-made training programmes for sales staff and managers.
Hyland says this initiative marks the first time the company has had the opportunity to offer the broader print industry an open training course at a National Certificate level. She says, “Attendance at this course will immediately benefit participants, as their sales skills and knowledge will grow and they can apply this daily in interactions with customers and colleagues. This is true for both experienced and newer sales people.
“ProFormance has worked with many sales people with many years of experience and the feedback is always that they learn something new and of value by participating in a programme such as this. Indeed, it is often the longer serving sales people that need new ideas to tackle issues that they are struggling to resolve. For newer staff, this programme will provide all the essentials of sales processes, sales skills and negotiation principles that can take many years to learn by osmosis.”
She believes managers and business owners will see an increase in sales force effectiveness and ultimately results, as it teaches individuals to sell more effectively; add value to customer interactions; and how to sell confidently on value, not through discounting. She says, “The industry as a whole will benefit as sales becomes a recognisable profession, with a measurement standard. For years, there have been printing apprenticeships that enable people to train, qualify and to be recognised in their trade. This course means that sales people too will be afforded this opportunity.
“Also, for PrintNZ, training is a real focus for 2015 and 2016 and this is one more initiative that is supporting its members. PrintNZ strongly supports this programme and is encouraging sales people in the industry to attend and upskill.”
Hyland’s sales career spans over 20 years, including 16 training within the print and paper industry in Australasia. She says, “I am passionate about developing sales staff and their leaders to achieve greater levels of performance, with feedback that is first class and recommended for any business wanting to improve its performance. The programme is also supported by BJ Ball Papers.”
She urges print businesses to support their staff in further training. She says, “As a recognised qualification, individuals know they have reached a level of competence with their selling and are more capable in their job. Their managers know they are well trained and competent people representing their organisation and the industry can be assured that there are professional standards.”
