Essential Sales Management 2 Day Course (20th & 21st March 2012) & (20th & 21st June 2012)
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Other Management Training courses
| Foundation Management Development Programme |
| Managing in a Matrix |
This programme is suitable for MD’s, CEO’s, Sole Traders, Senior Managers or anyone with a sales management function within the business.
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Further Details
Day 1
Setting your goals and understanding your sales reality
What are your turnover aspirations?
What are your profit needs?
Why does this need to happen?
What is the current situation?
- Product
- Customers
- Staff – skills, knowledge, and attitude
What is holding you back from achieving your profit goals?
What do you need in order to achieve these goals?
How do you currently keep track of your customers and your prospects?
How do you currently measure your performance?
Group Sessions
Working in pairs, discuss and analyse your sales goals and aspirations, strengths and weaknesses, opportunities and threats. Then present back to the group.
The Contact Wheel
Understanding and implementing the contact wheel. The impact of the Contact Wheel application on your business. The sales funnel and activity ratios.
Group Session
Design a contact wheel flowchart based on your own business and analyse the impact on your customers at each stage. Estimate the typical and desired activity ratios.
Measurement and Management
Understanding the need for measurement. An overview of customer relationship management. Developing a CRM system.
Group Session
Working in pairs, devise a manual CRM system detailing the information you would like to collect, when, where and how it is collected and, most importantly, how you would use it to increase sales.
Day 1 – Learning Points
The roles of measurement and management in sales
Process, process, process
Understanding the importance of informed customer contact
Understanding your sales needs
Day 2
Review of previous day and assignment work
Group Session
Present a précis of the previous day’s learning and an overview of your evening assignment work.
Coaching and Mentoring
Understanding the role of coaching in sales development. Coach/ Leader/ Manager. Developing skills and motivation in others.
Grow
Setting goals for individuals and assessing their skill sets and skill needs. Developing options for implementation and selecting the right option to provide the right solution.
Vesos
Practical coaching methods
Value
Explain
Show
Observe
Supervise
Group Session
In 2 groups develop a coaching session on a given subject or activity to demonstrate VESOS in action. Create clear goals and demonstrate outcomes.
The Sales Process
Fully understand the sales process and how your customers will benefit from structured advice and instruction.
Meet and Greet – First impressions. Building rapport and relationship
Qualification and Needs Analysis – Understanding your customer
Presentation – Present your product to create an agreement
Trial Close – Does your customer understand?
Negotiation – Getting the right price for everyone
Close – Creating the environment in which the customer can say ‘yes’
Overcoming Objections – The ‘LAP’ Technique
Day 2 – Learning Points
Staff skill development
Coaching and motivation
Leading by example
Key sales techniques
Rejecting the fear of selling
This Training Course is taught in classrooms in the following locations:
Bath
Bournemouth
Dorchester
Exeter
Taunton
Information provided is for information purposes only and no guarantees are made with regards to accuracy. It is advised that all details are checked prior to making a booking. Contents © 1999 - 2012. All rights reserved.
