Online Microcredential in Business & Management

Sales Skills for Today: An Introduction to Entrepreneurial Sales

Learn how to sell in today’s complex marketplace and gain in-demand sales skills to accelerate your career progression.

Created by

Entrepreneurial Sales Institute (ESI)Entrepreneurial Sales Institute (ESI)

Learn more

Endorsed by

Verizon ConnectVerizon Connect

Learn more

Validated by

Glasgow Caledonian UniversityGlasgow Caledonian University

Learn more

Develop the skills, competencies, and mindset of a high-performing salesperson

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, you’ll have the opportunity to certify your sales skills to a professional standard and develop the sales skills, competencies, and mindset that employers need from their salespeople.

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.

You’ll 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.

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

What skills will you learn?

  • Become results-orientated, not task driven
  • Time management
  • Develop business acumen
  • Collaboration
  • Prospecting skills
  • Relationship management
  • Problem-solving
  • Adaptability and creativity in sales
  • Building credibility as a sales professional
  • Develop listening and questioning techniques

What you will achieve

By the end of the microcredential, you’ll be able to...

  • Adopt a new approach towards sales as a complex profession
  • Employ sophisticated sales skills in order to manage a more sophisticated buyer
  • Have a deep understanding of relating the product to the market pain it fixes
  • Have acute awareness of the buyer’s motivations
  • Understand how to collaborate with your own business and the prospect
  • Keep your “number by a date” central to all activities
  • Be better prepared to manage the entire sales process
  • Be better prepared to drive the prospect to a close on time
  • Solve problems and mitigate risk
  • Develop an understanding of yourself as a high-performing salesperson
  • Develop enhanced resilience and self-motivation through continuous personal development
  • Adopt an entrepreneurial mindset and drive consistency in behaviours

Are you eligible for this microcredential?

This microcredential is designed for anyone currently working in complex B2B sales environments, as well as those who work in a sales or revenue-generating role in other industries.

You don’t require specific qualifications but do require experience managing a sales pipeline or administrating a CRM. You will be asked to draw upon your experiences throughout the course.

ESI’s curriculum defines the standard for professional sales today, and an ESI qualification will enhance your application for professional sales roles and provide you with the skills to take the next step in your sales career.

Is this microcredential right for you?

This microcredential will draw on your unique sales experience – whether limited or substantial – to help you develop a mindset and skill set that will drive your performance.

An ESI diploma will showcase your expertise and enhance the employability of a range of sales professionals working in a B2B sales environment, including:

  • Experienced sales executives or managers looking to strengthen and certify their sales skills.
  • Existing sales or customer success practitioners with limited experience of managing a sales pipeline looking for a certification to support their career development.

Syllabus

What happens before, during, and after your microcredential

  • Before learning

    You’ll be enrolled with the ESI and will get access to ESI’s digital library, as well as our online welcome area where you can start conversations with your fellow learners and read any announcements relating to your microcredential.

  • Course 1

    From 7 Sep 2020

    Introduction

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

    1 week

    8 hours per week

  • Course 2

    From 14 Sep 2020

    Entrepreneurial Sales

    Learn about the basic concept and key principles of entrepreneurial sales.

    1 week

    9 hours per week

  • Course 3

    From 21 Sep 2020

    Business Issue

    Explore the sales rationale for what you sell and how it relates to your relationship with your business and the wider market.

    3 weeks

    9 hours per week

  • Course 4

    From 12 Oct 2020

    Impact Week One

    Reflect on your learning so far and consider the impact your learning has had on your skills and understanding.

    1 week

    9 hours per week

  • Course 5

    From 19 Oct 2020

    Understanding Your Customer

    Learn the importance of understanding your buyer’s perspective and motivations and how to uncover the information you need.

    3 weeks

    8 hours per week

  • Course 6

    From 9 Nov 2020

    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.

    2 weeks

    8 hours per week

  • Course 7

    From 23 Nov 2020

    Impact Week Two

    Reflect on the impact of your learning from the second half of the credential and submit two impact statements for assessment.

    1 week

    9 hours per week

  • After learning

    Once you have successfully completed the microcredential, you’ll receive a Professional Diploma issued by the Entrepreneurial Sales Institute which is credit-rated by Glasgow Caledonian University.

What you will receive

10 SCQF credits at Undergraduate level from Glasgow Caledonian University

The 10 SCQF credits are awarded at level 8 which is equivalent to 10 points on the European Qualification Framework at level 6.

Find out how credits work and where you can use them in our FAQs.

A Professional Diploma from the Entrepreneurial Sales Institute

Learn more about this organisation

What is a microcredential?

Microcredentials are designed to upskill you for work in rapidly-growing industries, without the time and cost commitment of a full degree. Your microcredential can stand alone as an independent credential, and some also offer academic credit to use towards a degree.

Learn online with expert instructors

Complete online courses led by experts over 12-16 weeks with a dedicated group of professionals.

Complete project-based assessments

Test your understanding with online tutor-marked assessments and exercises.

Earn a professional credential

Finish your learning and pass your assessments to gain an accredited credential.

Advance further in your career

Use your microcredential as evidence of your specialised skills and progress further in your industry.

Career-focused learning by Entrepreneurial Sales Institute (ESI)

For businesses attracting, selecting, onboarding, developing and engaging sales talent, this has become a major challenge. We help address these challenges with the Entrepreneurial Sales™ education programme.

This microcredential is endorsed by Verizon Connect

This syllabus is approved by Verizon Connect: "Through ESI’s sales education programme, we are now able to benchmark our team’s skills whilst they work towards a meaningful, University credit-rated diploma." Michael Arkins, HR Lead (International).

This microcredential is validated by Glasgow Caledonian University

GCU, a highly rated UK university, has credit-rated this microcredential. This means GCU has evaluated and assessed this Professional Diploma course against the Scottish Certificate and Qualifications Framework (SCQF) Guidelines.

Delivered by experts

Alan Maguire

Alan is a Co-Founder of ESI and has decades of experience in both multinational & start-up sectors having run businesses, commercial & sales organisations across the globe.

What are our learners saying?

Add a new skill or forge a new path

"I recommend Futurelearn to anyone looking to learn and upskill...If you are in the job market, you might want to add a new skill or forge a new path."

They bring the classroom right to you

"FutureLearn courses are always interesting and informative. They bring the classroom right to you and send you on a journey to explore new ideas and offer interesting topics."

When would you like to start?

We aim to run our microcredentials every few months. Join on the date that suits you or register to hear from an enrolment advisor about future runs and updates.

Speak to an advisor

Not sure if this microcredential is right for you? Fill in your details below and one of our enrolment advisors will be in contact to provide you with the information you need to make a decision.

By clicking submit, I agree to FutureLearn's Terms & Conditions and Privacy Policy, and I agree that my data will be processed in accordance with HubSpot's Privacy Policy.

Frequently asked questions

We can accept payments made by card (Visa, Mastercard and American Express) or PayPal via our online system.

You will have 14 days from the day the course starts to apply for a refund. You can find more information in our refund policy.

Microcredentials are designed to fit around your life and timezone.

There may be live events as part of your studies, but these will be recorded and can be watched afterwards if you aren’t online for the live broadcast.

No, microcredentials are designed to be taken anywhere in the world. You won’t need the right to study in the country where the university offering the microcredential is based.

These credits are transferable and can be used towards further higher education qualifications such as a foundation or bachelor’s degree at Glasgow Caledonian University, or any other institution where academic credits are recognised.

Want to know more? Read the microcredential FAQs, or contact us.