Building Your Sales Confidence
The famous psychologist and Stanford professor Albert Bandura has spearheaded extensive research into self-efficacy which is where our research draws the idea of confidence, specifically on its affect on one’s ability to learn. In short, self-efficacy is simply one’s belief that he or she can achieve or learn something. Without that belief, nearly any learning activity will fall short of its intended outcome. General self-efficacy doesn't just apply to learning, but it applies to all endeavors -- including sales.
Thus, Sales Conservatory has taken this research into the realm of saleship and the importance of having the confidence needed to sell your services. We see the need for the student to be associated to the job and identify themselves as a business professional and not just a person selling a product or service. We also see unsuccessful business professionals as having limiting beliefs to their ability to perform the role well.
Our learning methodology walks you through a 4-part process: Learn, Practice, Rehearse, and Perform. Each part has at least two sections in which you will be expected to review, practice, rehearse, and/or perform what you have learned. You should expect to spend about 30-minutes on your own doing the exercises, practices, and rehearsals for each section of the course, for a total of approximately 4 hours.
This course is part one of a four-part Sales Power Skills Series.
Dr. Tonkin is an executive in Professional Services and Software Sales arena and has over 25 years of business and technology experience. He is currently serving as Senior Principal, Change Management and Transformation, Thought Leadership and Advisory Services at Cornerstone. Dr. Tonkin holds a Ph.D. in Organizational Leadership from Regent University (Virginia Beach, VA) as well as a Master of Science in Organizational Leadership, with a focus on Leadership and Management from Regis University (Denver, CO). Dr. Tonkin holds multiple business certifications and is a leadership expert. In addition, Dr. Tonkin was an Adjunct Professor at the Forbes School of Business at Ashford University where he taught Leadership in Organizations, Organizational Behavior, and various other leadership and management courses.'
Primary Instructor
Dr. Mark Tuggle is a highly relational and results oriented executive with 25+ years of leadership experience focused on organizational and personal performance development, with special emphasis on sales, leadership, and educational success. He excels at identifying organizational, systemic challenges and collaboratively devising and implementing measurable, successful solutions. He is an expert facilitator possessing dynamic communication skills, with extensive presentation experience ranging from one-on-one interaction to speaking to groups of over 500 people. Dr. Tuggle’s background and experience across various sectors – military, nonprofit, and for-profit business – have helped him to maintain a results-oriented, actionable focus when it comes to leadership, learning, and organizational success. His approach keeps his clients’ objectives in the realm of achievable outcomes, rather than lofty platitudes that never effect lasting change. His experience in developing and analyzing surveys and assessments provides the data clients need to truly measure change and success. Dr. Tuggle holds an earned PhD in Organizational Leadership with a concentration in Human Resource Development. His research emphasis is in self-directed learning and sales performance.
