SCOTSMAN® Training Programmes
Transform Your Sales Team Through Proven Qualification & Commitment Selling
Master the art of sales qualification with the methodology trusted by leading businesses worldwide.
Our comprehensive training programmes develop the four core skills that separate top performers from the rest.
SCOTSMAN® Training Programmes
Transform Your Sales Team Through Proven Qualification & Commitment Selling
Master the art of sales qualification with the methodology trusted by leading businesses worldwide.
Our comprehensive training programmes develop the four core skills that separate top performers from the rest.
Transforming Sales Teams Through Proven Methodology
At the heart of sales excellence lies a simple truth: the best salespeople follow a consistent, repeatable process.
SCOTSMAN® transforms this insight into a powerful methodology that enables organisations to replicate the success of their top performers across entire sales teams.
4 key skills to achieve Sales excellence
World-class institutions, including Harvard Business School, recognise four key disciplines:
1. Planning Skills
- Sales campaigns development
- Qualification methodology
- Negotiation strategy
2. Commercial Skills
- Deep customer business understanding
- Technology impact assessment
- Value proposition alignment
3. Relationship Skills
- Stakeholder management
- Political navigation
- Partnership building
4. Analytical Skills
- Problem-solving expertise
- Root cause analysis
- Opportunity assessment
Transforming Sales Teams Through Proven Methodology
At the heart of sales excellence lies a simple truth: the best salespeople follow a consistent, repeatable process.
SCOTSMAN® transforms this insight into a powerful methodology that enables organisations to replicate the success of their top performers across entire sales teams.
4 key skills to achieve Sales excellence
World-class institutions, including Harvard Business School, recognise four key disciplines:
1. Planning Skills
- Sales campaigns development
- Qualification methodology
- Negotiation strategy
2. Commercial Skills
- Deep customer business understanding
- Technology impact assessment
- Value proposition alignment
3. Relationship Skills
- Stakeholder management
- Political navigation
- Partnership building
4. Analytical Skills
- Problem-solving expertise
- Root cause analysis
- Opportunity assessment
Great methodology to give salespeople real concrete things to implement
instead of just fluffy philosophies
Tyler Neal - SoftServe
Our Core Training Programmes:
Delivery Options
Classroom training
Our classroom training sessions provide an immersive and interactive learning experience, ideal for sales professionals looking to develop and apply their skills in real time. Led by expert trainers, these sessions offer live interaction, hands-on exercises, and immediate feedback, ensuring participants leave with practical strategies they can implement straight away.
Key Benefits
- Engaging group learning – Work alongside peers to share experiences and gain fresh perspectives.
- Practical application – Role-playing, discussions, and real-world scenarios enhance skill development.
- Distraction-free environment – Dedicated space for focused, high-impact learning.
Designed for groups of up to 12 people, these sessions foster collaboration while ensuring personalised attention. Teams can choose from one, two, or three-day formats, allowing flexibility while maximising learning outcomes. By stepping away from daily tasks, participants gain the clarity and confidence to apply the SCOTSMAN® methodology effectively.
Virtual training
Our virtual classroom sessions provide a flexible and highly interactive learning experience, ideal for sales teams spread across different locations. Delivered in smaller groups of up to 8 people, these sessions ensure focused discussions, individual attention, and collaborative learning—all without the need for travel.
Key Benefits
- Flexible learning – Weekly live sessions fit around work commitments.
- Blended approach – Self-paced online modules between sessions reinforce key concepts.
- Practical application – Virtual role-plays and exercises help participants practise in real time.
- Expert guidance – Trainers provide direct feedback and personalised coaching.
This format allows sales teams to develop their skills over time, applying SCOTSMAN® methodology step by step while receiving ongoing support. Virtual classrooms combine the convenience of remote learning with the effectiveness of interactive, expert-led training.
Gamification
SCOTSMAN® Pipeline Simulator Game
Our SCOTSMAN® Pipeline Simulator Game reinforces learning by putting sales teams into a competitive, virtual trading world. Used after classroom sessions or alongside virtual programmes, the game challenges participants to apply their SCOTSMAN® skills in a risk-free, engaging environment.
Key Benefits
- Hands-on experience – Simulated sales opportunities test real-world decision-making.
- Team competition – Groups compete to identify and prioritise the best deals.
- Time management focus – Players learn to apply SCOTSMAN® to maximise results with limited time.
- Reinforces learning – Builds confidence in using SCOTSMAN® methodology in real sales situations.
By making qualification decisions under pressure, participants sharpen their ability to focus on winnable deals and avoid wasting time on weak opportunities. The interactive, fast-paced format ensures learning sticks—while making training fun and engaging.
Our People Development Programmes:
Delivery Options
Classroom training
Our classroom training sessions provide an immersive and interactive learning experience, ideal for sales professionals looking to develop and apply their skills in real time. Led by expert trainers, these sessions offer live interaction, hands-on exercises, and immediate feedback, ensuring participants leave with practical strategies they can implement straight away.
Key Benefits
- Engaging group learning – Work alongside peers to share experiences and gain fresh perspectives.
- Practical application – Role-playing, discussions, and real-world scenarios enhance skill development.
- Distraction-free environment – Dedicated space for focused, high-impact learning.
Designed for groups of up to 12 people, these sessions foster collaboration while ensuring personalised attention. Teams can choose from one, two, or three-day formats, allowing flexibility while maximising learning outcomes. By stepping away from daily tasks, participants gain the clarity and confidence to apply the SCOTSMAN® methodology effectively.
Virtual training
Our virtual classroom sessions provide a flexible and highly interactive learning experience, ideal for sales teams spread across different locations. Delivered in smaller groups of up to 8 people, these sessions ensure focused discussions, individual attention, and collaborative learning—all without the need for travel.
Key Benefits
- Flexible learning – Weekly live sessions fit around work commitments.
- Blended approach – Self-paced online modules between sessions reinforce key concepts.
- Practical application – Virtual role-plays and exercises help participants practise in real time.
- Expert guidance – Trainers provide direct feedback and personalised coaching.
This format allows sales teams to develop their skills over time, applying SCOTSMAN® methodology step by step while receiving ongoing support. Virtual classrooms combine the convenience of remote learning with the effectiveness of interactive, expert-led training.
Gamification
SCOTSMAN® Pipeline Simulator Game
Our SCOTSMAN® Pipeline Simulator Game reinforces learning by putting sales teams into a competitive, virtual trading world. Used after classroom sessions or alongside virtual programmes, the game challenges participants to apply their SCOTSMAN® skills in a risk-free, engaging environment.
Key Benefits
- Hands-on experience – Simulated sales opportunities test real-world decision-making.
- Team competition – Groups compete to identify and prioritise the best deals.
- Time management focus – Players learn to apply SCOTSMAN® to maximise results with limited time.
- Reinforces learning – Builds confidence in using SCOTSMAN® methodology in real sales situations.
By making qualification decisions under pressure, participants sharpen their ability to focus on winnable deals and avoid wasting time on weak opportunities. The interactive, fast-paced format ensures learning sticks—while making training fun and engaging.
The Definitive Guide To Qualification
Dermot Bradley's complete book, "If You Are Going To Lose, Lose Quickly"
- Complete SCOTSMAN® methodology overview
- Real-world qualification frameworks
The Definitive Guide To Qualification
Dermot Bradley's complete book, "If You Are Going To Lose, Lose Quickly"
- Complete SCOTSMAN® methodology overview
- Real-world qualification frameworks