This programme can run as an online or classroom training
(Available also for Customised Training by Duration, Venue & Fee)
The training we propose to you here will attain the following for your top and senior sales managers who don't merely do selling, but manage sales executives and sales territories.
Business Skills & Management
It is an intensive training that can raise the proficiency levels of their business and management skills as are desirable for profitable sales management in your organization.
Creating More Customers
After the training, you will find that the senior managers and the sales executives they manage will be creating more customers, attending to more demands and managing the staff on the field more effectively.
Performing for Profit
To keep an eye on performance, we will train the managers to rekindle their interest and the interest of all the sales executives in their control to focus on performing for profit. For this purpose we will concentrate our training to make your senior sales managers:
Know how to agree meaningful standards of performance
Formulate a control system to measure their standards
Understand the techniques of sales forecasting
Keep their eyes on factors that influence profit
Motivate the sales executives they supervise to keep to targets
Know how to improve the use of the time they allocate to different brands and the key areas of their territories.
A Test of the Senior Sales Managers Competencies
We will start the course with a questionnaire which each class member will complete. The information will turn out to be of valuable interest on the managers’ competencies before the course fully commences, especially for the critical ones like:
Oral and written communications.
The analysis will also guide the structure of our own training.
- External focus
- Internal responsibility
- Controls - self and others
Mastering cost-value balance
Focusing on metrics that matter
Sales force development.
New marketing initiatives.
- Focus on what makes the business Money
- Cash sales and company cash flow
- Pricing power
- Margin and profit
Financial Cause-and-Effect of a Sale
- Credit policies
- Discount structure
- Efficient invoicing
Implications of Fixed Costs
- Rents and rates
- Administrative costs
Implications of Variable Costs
- Advertising spend
- Sales promotion
- Limiting costs
- Gross margin
- Trade margins for channel partners
- Profit margin
Field Competitive Challenges
- Price competition
- Non price competition
Social Media Marketing.
The Battles for Channels Control
Evaluation of channel alternatives
Average stock volume/value
Stocks cover in days
Stock-out frequencyBattles for shelf space
Battles for credibility
Channel relationships and responsibilities
Merchandising at retail, wholesale and distribution points
Careful handling of stocks
Stock arrangement and sequencing
Promoters and key salesmen
Monitoring financial health of distributors
Updating wholesalers and retailers list.
Team Lead Core Competencies
Sales Management: Key Tasks
What Results the Company Expects:
- Qualitative results
- Quantitative results
Controlling the sales team
Field coaching and counseling
Field report writing
Business Development Priorities
Setting targets for field sales people
Field work, coaching and counseling
Territory development and management
Organizing sales meeting and conference.
The Negotiation Process
Negotiating Strategies and Tactics
Negotiating Styles Analysis
How to Set Negotiation Targets for Positive Outcome
Types of Negotiating Powers and their Uses
How to Give Concessions Without Losing Out.