Sales Activities
Sales Leadership Forum
Course Objectives
Worldwide research has revealed the a few key areas that Sales leaders need to address in order to effect step change in sales results. This forum examines the insights gained and helps you to work out how best to apply them to your business for fast and sustainable improvement to your sales activities. It will provide you with a set of practical new solutions and insights that you can immediately apply to improve sales results and make significant improvements to your team's sales performance.
- Learn how to dramatically increase the effectiveness of your current sales team
- Implement programmes to create sustainable and continual performance improvement.
- Develop actionable strategies to kill the issues that limit a sales team's success.
- Mobilise the entire company to sell.
- Find out the difference that makes the difference in sales coaching and how to reinforce and build upon your current levels of achievement.
Typical Duration: One Day
Suitable for: Senior sales leaders and board level executives responsible for developing and driving sales programmes
Sales Management Excellence
Course Objectives
Your sales management has a vital role to play in achieving this year's sales targets. You rely on them to coach and motivate your sales people to perform. You rely on them to reinforce training and appropriate behaviours in the field. Most of all you rely on them to lead if you are to retain your best people. Too often Sales Managers feel they lack the right tools and skills to perform this key task as effectively as they would like. This programme offers a very effective and highly original approach to sales skill development.
- Make sure that ALL sales meetings are highly productive
- Increase your sales team's ability to sell and achieve more
- Run sales meetings that are highly relevant and effective for both experienced and inexperienced sales people alike
- Improve the effectiveness of your training courses by providing reinforcement in the field
- Provide the vital performance lift that will make the difference between success and failure
Typical Duration: One Day
Suitable for: Sales Managers, Team Leaders and Business Managers leading teams of people with revenue generating responsibilities who wish to help their people exceed current performance.
Selling High Value (Outsourcing) Services
Course Objectives
An increasing number of organisations are choosing to place major 'non-strategic' elements of their business with specialist service providers (outsourcing).
Some services organisations must adapt from engaging on many small opportunities to bidding fewer, much larger value contracts.
This course shows attendees how to engage more effectively at the C-Level and implement strategies that give them significant advantage over their competitors in these strategic opportunities. This course is an advanced training course that shows you how to leverage your superior delivery expertise to demonstrate outstanding value creation for your client. It addresses the key challenges faced by teams selling intangibles and focuses on the needs of the C-Level buyer and how best you can position to win at this level.
- Learn how to best influence the client's decision making processes
- Understand the key business values of different C-Level executives, and how to frame your offering to create most value
- Develop strategies to position 'intangible' services offerings as tangible business value
- Highlight the key factors that can make the difference between winning and losing, and how to deal with them
- Learn how best to add value throughout the sales cycle by asking the right questions at the right time
Typical Duration: Two Days
Suitable for: Business Managers, Sales and Account Managers, and all client-facing individuals responsible for selling complex services opportunities (typically £10m +).
Effective Account Planning
Course Objectives
With the growing complexity of business today, many organisations are finding it difficult to fully exploit all client interactions to maximise revenues from their existing customers.
Often delivery focused personnel are reluctant to develop relationships outside their current contacts and clients have an incomplete view of what you could do for them. Although sales people will be crucially aware of the need to attack these issues, many of your people who are focused on delivery will not consider it a vital part of their remit to seek new opportunities.
In addition sales people often lack the skills to effectively martial all resources by drawing up effective plans. This is a workshop based event that will change the way your client teams work. Teams will leave with a documented Account Strategy and a detailed action plan.
- Increase revenue growth through the identification and successful closing of new opportunities within current accounts
- More effectively use resources through better qualification and improved opportunity management
- Improve client retention through better relationships and value creation
- Make use of all client facing staff to boost your sales resource
Typical Duration: One Day
Suitable for: Sales Managers, Account managers and their teams who wish to exceed current performance by creating more value for their clients.
