A targeted training program, which focuses on managing the sales team effectively
Target Audience
Sales Team leaders, Sales Managers / Directors and Commercial Directors
Training Goals
- to increase sales performance and effectiveness key indicators
- to increase the sales unit operating profit
- to improve the skills of the sales team members
Contents
- The role of the sales team leader
- Sales and operating profits
- The contribution of sales in the sustainability of the business entity
- Designing and using the commercial strategy and sales promotion actions
- Customer service standards and processes, customer satisfaction indices, loyalty programs
- Material and moral reward / motivation systems
- Monitoring active selling systems – criteria for effectiveness
- Seeking sales opportunities: maintaining / making good use of the customer base, regaining "lost” customers, attracting new potential customers
- Managing of call-back systems and sources of potential customers / sales leads – providing guidance for the team’s action plans
- Managing the sales team, goal-setting and providing feedback aiming at improving further the sales conversion and sales performance indices of the team
Training Methodology
- short presentations with practical examples
- group exercises / presentation on major items of sales systems, procedures and sale performance indicators
- continuous role-plays covering all the key elements of the sales management function
- individual personal feedback
Duration and Participations
2 x 2 training days (4 working days – 32 training hours) in groups of 6 participants
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