SALES SUCKS…UNLESS…
⮕YOU MASTER DISCOVERY
⮕YOU HAVE A WINNING FORMULA
⮕YOU LEAD WITH CLARITY & ACCOUNTABILITY
⮕YOU HAVE ELITE SALES TALENT
Ways To Work With Me
Sales Courses
Sales SOP
My Sales Recruiter
Job Seeker Academy
SALES SUCKS… unless you’ve got a winning formula…
Sales Courses
WHY IN-HOUSE TRAINING WINS (Every Time)
Have you ever sent your sales team to a public course and wondered:
- What did they actually learn?
- Will they use it tomorrow?
- How does this fit our sales process?
That’s the problem with generic training. It’s disconnected from your business.
My courses are delivered exclusively in-house – minimum four participants.
Why? Because your people sell your products, to your customers, in your market.
We build everything around your ICP, your challenges, and your goals.
WHat you get
A customised experience – no cookie-cutter content.
Immediate relevance – applied to your real accounts.
One-month accountability check-in via Zoom.
Leadership alignment – I brief and debrief with your leaders so the new skills stick.
In Short
This isn’t a motivational day out.
It’s a transformation.
Your team leaves with tools, language, and structure – and you’ll see it reflected in pipeline, conversion, and confidence.
Five In-House Sales Training Programs
That Transform How Your Team Sells
The Truth: Why Sales Feels So Hard
Sales sucks when there’s no structure.
No clarity. No rhythm. No accountability.
Reps get busy but not productive. Meetings drag. Pipelines stall. Leaders lose visibility.
The problem isn’t the people – it’s the process.
After 40 years in recruitment and sales leadership, I’ve seen it all: the chaos, the confusion, the excuses. That’s why I built a practical system – five in-house training programs designed to fix what’s broken and teach salespeople to actually love selling again.
Each course stands alone but together, they form a complete sales operating rhythm that builds confidence, control, and consistency.
The Programs
1. ME – Mindset & Essence
½-Day Workshop
Sales is emotional. Resilience, courage, and self-awareness are the hidden edge of every top performer.
This session gets your team’s head right – rewiring their mindset for rejection, risk, and resilience.
You’ll Learn To:
Reframe failure as fuel.
Build daily courage through action.
Use 8 powerful affirmations that reset focus and energy.
Understand your personality type (and others’) through Patrick Lencioni’s Working Genius.Outcome:
A team that owns their mindset, collaborates better, and steps up with confidence instead of excuses.
2. LEADS – Relentless Prospecting
Sales Sucks (Without Relentless Prospecting. LEADS Shows You How.)
1-Day Workshop
No leads = no sales.
LEADS teaches your team how to build, engage, and convert the right pipeline – consistently.
The LEADS Framework:
L – List Building: Identify and segment your Ideal Customer Profile (ICP).
E – Engage: Multi-channel prospecting (calls, visits, LinkedIn, trade shows).
A – Action Fast: Respond and follow up within 24 hours.
D – Develop Relationships: Turn “no” into “not yet.”
S – Secure Next Step: Move every conversation forward.
Outcome:
A proactive, pipeline-driven sales culture that stops waiting for leads and starts creating them.
3. DISCOVERY – Mastering the Sales Meeting
Sales Sucks (Unless You Run a Full Discovery)
2-Day Workshop
The deal is won or lost in the first meeting – and too many salespeople blow it.
This workshop transforms your team from pitchers into trusted advisors.
The DISCOVERY Framework:
Discover • Identify • Share • Clarify • Open Questions • Value • Empathize • Recommend • Yes Path
You’ll Learn To:
Ask better questions that uncover pain and priorities.
Listen with intent – not just wait to talk.
Build proposals that hit real outcomes, not assumptions.
Outcome:
Stronger relationships, faster decisions, and proposals that win.
4. STORY – Sales Story Development
Sales Sucks (Unless You Nail Your Story)
1-Day Workshop
Your message matters. STORY builds the narrative that makes buyers lean in, not tune out.
The STORY Framework:
S – Structure: Craft a clear, memorable message.
T – Translate: Turn features into benefits and outcomes.
O – Ownership: Make it real and authentic.
R – Resonance: Create emotional connection.
Y – Yield: Drive action and results.
Outcome:
A team that knows how to talk value – not waffle about features.
5. CLOSE – Closing & Onboarding
Sales Sucks (Unless You Can CLOSE)
1-Day Workshop
Finishing strong isn’t luck – it’s process.
CLOSE teaches your team how to win deals and hand them over seamlessly.
The CLOSE Framework:
C – Confidence: Lead with authority.
L – Lead Them: Guide buyers to clarity, don’t chase them.
O – Overcome: Handle objections without pressure.
S – Secure: Ask decisively and close cleanly.
E – Enable: Set up onboarding and delivery to win repeat business.
Outcome:
Clients who trust you, deals that close faster, and a reputation for professionalism that drives referrals.
Sales SOP
SALES SUCKS… unless you’ve got a winning formula…
Every great sales result starts with a system.
If you’re leading a team or running a business and your sales results are inconsistent, slow, or non-existent… you’re bleeding time, money, and potential.
The Real Problem
You don’t have a repeatable sales system.
You rely on hope, hot leads, and the occasional hustle of a top performer…
That’s not a strategy.
That’s a gamble.
The Consequences of No Sales SOP
Revenue roller coasters and missed growth targets.
Burnout from constantly pushing team members to “just pick up the phone”.
A confused team with no structure, no process, and no confidence.
Frustration as your competitors take the clients you should be working with.
WHAT IS A SALES SOP?
A Sales Standard Operating Procedure (SOP) is your agency’s step-by-step playbook for winning clients.
It defines how:
Leads are generated
Objections are handled
Deals are closed
Success is measured.
WHY YOU NEED ONE
Creates a scalable, repeatable sales engine.
Boosts performance across all team members,
not just the stars.
Aligns brand, messaging, and process.
Builds confidence, clarity, and accountability.
Makes onboarding new consultants a breeze.
HOW YOU GET ONE
We build it with you, not for you.
Whilst leading PeopleCo – in just 3 years we grew from concept to 39 branches, over 3,000 clients across Australia, $60 million in revenue, and double-digit EBIT.
What drove that growth? A clear, consistent Sales SOP. We now help other businesses do the same through Jo Collier Sales Expert.
WHAT CLIENTS SAY ABOUT US
“I’ve known Jo since 2003. She was the CEO of Adecco, and I was a rookie Consultant with a couple of years under my belt. With the many layers between Jo and I, this didn’t stop her from playing an active role in my development, immediately influencing my career. I later reported to Jo as we built out the exciting brand and industry disrupter, PeopleCo. A company Jo created. Simply put, she is the best leader I have ever worked for, which is why we are still in close contact today. She gave me the confidence to have the right mindset, which has undoubtedly helped me get to where I am today. With each promotion I have achieved, the international moves I have made, and more recently, launching my own Search & Talent Acquisition Advisory Firm, Jo has been there to help me, guide me, and show me that anything is achievable with a positive mindset.”
Stephen Smith – Director, Hunter Shore Group USA
“Jo Collier is an industry professional, having reached great heights in her career spanning multiple decades. Her knowledge of our industry would be unrivalled, particularly in delivering sales strategies and initiatives required to grow a business. The core methodology of Recruitment largely hasn’t changed. Sure, the systems to support our practices have, but in reality, sales activity leads to greater outcomes. Jo, to this day, still stands as the very best salesperson I have ever had the pleasure of working with. She remains the most innovative, strategic, clever and most successful. I was fortunate to have experience working under Jo, as she knows the tools required to succeed in this industry and will empower those keen to learn to be the best they can be.”
Tori Best – Managing Partner, Fish Nankivell
“When I fell under Jo’s leadership, it was at a point in my career where (without knowing it) I needed a very strong leader. A leader who understood how to successfully operate a business but, more importantly, was able to teach and develop genuine leadership skills in me.
First and foremost, Jo led by example. However, she also took the time to invest in me and her people by sharing her knowledge, challenging my thinking, and stretching my capabilities.
Jo helped me achieve things I thought were impossible because of the investment and belief she instilled in me. She taught me the fundamentals of leadership and business acumen and demonstrated what can be done when you combine passion and work ethic with these qualities.”
Kurt Gillam, Director, Executive General Manager – PERSOLKELLY
“The first thing I think of when thinking of Jo as a coach is high standards and expectations. These values, along with her passion for developing recruitment professionals, make Jo an excellent sales coach. All who have the privilege of working with Jo can reach their potential.”