For Young Commercial Talent, the focus of the Commercial Excellence Training is tailored to build foundational skills, nurture strategic thinking, and develop the agility needed to succeed in today's fast-paced, technology-driven commercial environment. Here are the key pillars specifically designed for young commercial talent:
• Sales Fundamentals: Training on basic sales principles, including prospecting, lead qualification, and the sales funnel.
• Marketing Basics: Introduction to core marketing concepts such as market research, segmentation, targeting, and positioning (STP).
• Customer-Centric Selling: Understanding how to prioritize customer needs and use consultative selling techniques early in career.
• Communication & Persuasion: Building skills for clear, effective communication and persuasive pitching, tailored for young professionals.
• Social Media Proficiency: Teaching young talent how to leverage social platforms like LinkedIn, Twitter, and Instagram for lead generation and brand building.
• Digital Sales Tools: Hands-on training with digital tools like CRMs (Salesforce, HubSpot), email marketing platforms, and sales automation tools.
• E-Commerce & Online Selling: Introduction to e-commerce principles and strategies for selling in digital marketplaces.
• CRM Fundamentals: Understanding the basics of CRM systems, including how to use them for tracking leads, managing customer interactions, and improving sales efficiency.
• Building Customer Relationships: Training on the importance of relationship-building in commercial roles and how to manage and nurture long-term client connections.
• Personalized Engagement: Techniques for personalizing communication and sales efforts to build rapport with customers, even in early career stages.
4. Data-Driven Decision Making:
• Intro to Analytics: Teaching young professionals how to use data for decision-making including basic analytics, tracking sales performance, and understanding key metrics.
• Data Interpretation: Developing the ability to interpret data insights and apply them to improve marketing campaigns and sales approaches.
• KPIs & Metrics: Familiarizing talent with essential commercial KPIs such as conversion rates, customer lifetime value (CLV), and return on marketing investment (ROMI).
5. Go-to-market (GTM) Strategy Fundamentals:
• GTM Basics: Introducing GTM principles, including market entry strategies, target audience identification, and product positioning.
• Product-Market Fit: Training on how to align products or services with market needs, emphasizing the importance of understanding customer pain points and solutions.
• Channel Selection: Familiarizing talent with different sales and marketing channels (online, direct, partner channels) and how to select the most effective ones.
6. Customer-Centric Mindset:
• Customer Experience (CX) Essentials: Educating on the importance of a customer-centric approach and how to map the customer journey.
• Listening & Problem-Solving: Encouraging active listening skills and training young talent on identifying customer pain points to offer tailored solutions.
• Service Excellence: Emphasizing the importance of exceptional service and responsiveness in customer interactions to build loyalty.
7. Agile Sales & Marketing Tactics:
• Agility in Commercial Roles: Teaching young talent to adapt quickly to changes in customer preferences, market trends, and technology shifts.
• Lean & Agile Practices: Introducing them to lean and agile methodologies in sales and marketing, emphasizing iteration, testing, and rapid adjustments to strategies.
• Innovative Thinking: Encouraging creative problem-solving and innovation in day-to-day commercial operations.
8. Technology Savviness:
• Tech Tools for Sales & Marketing: Training on modern SaaS platforms, sales enablement tools, and marketing automation (e.g., HubSpot, Marketo).
• Leveraging AI & Automation: Familiarizing young professionals with AI-powered tools for lead generation, personalization, and data analytics.
• Staying Ahead of Tech Trends: Encouraging continuous learning of emerging technologies like chatbots, predictive analytics, and VR/AR in customer engagement.
9. Soft Skills & Emotional Intelligence (EQ):
• Collaboration & Teamwork: Developing teamwork and collaboration skills, vital for success in cross-functional sales and marketing roles.
• Empathy in Sales: Fostering emotional intelligence to help young talent understand and connect with customers more effectively.
• Conflict Resolution & Negotiation: Introducing basic negotiation techniques and strategies for resolving client conflicts or objections.
• Networking Skills: Encouraging relationship-building through professional networking, both online (e.g., LinkedIn) and in-person (industry events, conferences).
10. Personal & Professional Growth
• Career Path Development: Helping young talent chart their career path in sales or marketing, setting personal goals, and understanding professional growth trajectories.
• Confidence Building: Offering confidence-building exercises, public speaking training, and self-presentation techniques to develop leadership potential.
• Coaching & Mentoring: Providing access to mentoring programs to guide young talent through their career journey and help them learn from experienced professionals.
| Pillar | Focus Area |
| Foundational Sales & Marketing | Sales fundamentals, marketing basics, customer-centric selling, communication & persuasion |
| Digital & Social Selling | Social media proficiency, digital sales tools, e-commerce & online selling |
| Customer Relationship Management | CRM basics, relationship-building, personalized engagement |
| Data-Driven Decision Making | Intro to analytics, data interpretation, key metrics |
| GTM Strategy Fundamentals | GTM basics, product-market fit, channel selection |
| Customer-Centric Mindset | CX essentials, listening skills, problem-solving, service excellence |
| Agile Sales & Marketing | Agility in roles, lean & agile practices, innovative thinking |
| Technology Savviness | SaaS tools, AI & automation, emerging tech trends |
| Soft Skills & EQ | Collaboration, empathy, conflict resolution, networking |
| Personal & Professional Growth | Career path development, confidence-building, mentoring & coaching |
The ONTARGET Commercial Excellence Training Academy for young commercial talent ensures young talents are equipped with the essential knowledge, skills, and mindset needed to thrive in your future roles, with an emphasis on adaptability, technology, and a customer-focused approach.
