Sales Spotlight
Jennifer Funk
Senior Account Executive
South Los Angeles, CA
Advancement
Learn more about advancement opportunities at Worldwide Express.
Recognition
Learn more about how we recognize our successful employees.
Rewards
Learn more about our Annual Conference and Awards Night.
Training
At Worldwide Express, we have realized many great milestones over the past 10 years, and we understand that our sales force is truly the lifeblood of our organization and the driving force behind our accomplishments. As such, developing best-in-class training to support our sales initiatives has, and always will be, our primary focus. The sections below give brief descriptions of Worldwide Express training classes.
Basic Sales Training / Basic Key Account Training
These classes give our new Sales Executives and new Key Account Executives the foundation required to see early results and focuses on indoctrinating them into the Worldwide Express culture. New sales executives and key account executives from all over the country come together at our corporate office in Dallas for this week-long intensive training which introduces our basic sales concepts and philosophies.
For sales executives, this comprehensive Basic Sales Training includes, but is not limited to: product knowledge, prospecting, overcoming objections, appointment setting, and conducting an effective seven step sales presentation.
For Key Account Executives, the Basic Key Account Training covers topics including: product knowledge, proactive phone calls to the customer base, appointment setting, objection handling, conducting a seven step presentation, and selling term agreements.
New sales executives and key account executives will leave these Basic Training classes ready to go back to their local markets, apply their new skills and make an impact immediately.
Advanced Basic Sales Training / Advanced Basic Key Account Training
Our Advanced Basic Sales Training and Advanced Basic Key Account Training classes not only serve as a refresher on all of the fundamentals learned at the Basic Training class, but also introduce more advanced concepts, including but not limited to: advanced prospecting questions, phone skills, objection handling, and deeper "qualifying" strategies to uncover a prospect's needs. We also dedicate a day to covering our small package carrier’s premier International product and teach sales and key account executives how to effectively position this unique strength to International shippers in the small to medium sized (SMB) market sector.
In these Advanced Basic Trainings, sales and key account executives reconnect with peers from their Basic Training class and also have the opportunity to network and make new relationships with other sales and key account executives from across the country.
A.C.E (Advanced Concepts in Excellence) Training
This class is the first of our invitation only training classes and is held in our corporate office in Dallas, TX. We purposely keep this class to a limited number of attendees who are invited based on several factors including, but not limited to: tenure, performance and attitude. The intimate class size allows for more personal attention and a unique training approach. We incorporate video taping sessions which allow sales and key account executives to get objective critiquing and coaching not only on their presentations skills but also on non-verbal communication and body language, which are critical factors during a sales presentation.
Moreover, this class focuses on advanced selling concepts including: Socratic Negotiating skills, Give-Get selling strategies, Feel/Felt/Found objection handling, Walk Away positions, Active Listening and Playback/Summarizing skills. These concepts, when used in conjunction with a solid basic sales approach, will propel a sales person to the next level in their career. This class has proven to be a career milestone for many of the leaders and senior sales executives at Worldwide Express.
Strategic Account Sales
The Strategic Account Sales (SAS) program was designed as an invitation only program for a select group of Worldwide Express' best and brightest sales executives. The individuals who make up this elite sales force have proven that they are not only capable of performing in the sales position at Worldwide Express; they excel in the sales position at Worldwide Express.
In the Strategic Account Sales Program, SAS executives are taught not only how to remain productive by focusing on the areas of the sales position that got them to achieve the level of success they already have, but it also teaches higher level strategic selling skills. Some topics in this class: Consultative Selling Skills, Technology and Integration training, Plan of Action Selling, Prospect/Account Development and Advanced International Sales training.
Being a part of this group also means the opportunity to compete, interact, and network with other high level sales executives across the country. This interaction often provides the most value for the SAS executives, as they gain invaluable insights and best practices that are instantly applicable in their day-to-day activities. The individuals who make up this program are looked at as leaders in the Worldwide Express system. We firmly believe they are the individuals who set the example for all other sales executives and define what a career in sales at Worldwide Express is and will continue to become in the future.
Management Training
Worldwide Express continues to be the premier development platform for sales executives who seek to grow and advance into leadership roles. At Worldwide Express, all of our managers are organically developed and promoted from within the Strategic Account Sales, and Sales Executive positions. Our Management Training class is designed to prepare newly promoted managers to do all that is required to lead a sales office. The class has a heavy focus on recruiting skills but also covers the basics of running a structured sales office and fast starting new sales executives in the first 120 days of starting their job at Worldwide Express.
Management Development Sessions
Our belief about continued and ongoing training being the "key to success" doesn't stop at the sales positions. We understand that our managers need continued development to ensure they are experts in their positions, and that they have the most up to date knowledge and strategies as it relates to developing their sales executives. We have four Management Development Sessions in Dallas, TX throughout the course of a year for our managers to attend. These sessions allow managers to build their own "Leadership Playbook" on numerous topics, including: Effectively Training the Fundamentals of the Sales Position, Understanding and Positioning Worldwide Expresses' Core Competencies, Building Strategic Recruiting Relationships, Managing Multiple Sales Executives at Different Career Levels, Multi-territory Management, International Product Knowledge, and Best Practice Sharing, just to name a few.