ACCELERATING THE SALES MANAGERS PRODUCTIVITY

Live-Online Training: N 175,000
Classroom Training: N 215,000
3 - 4 participants: 5% discount
5 or more participants: 10% discount

This programme can run as an online or classroom training

(Available also for Customised Training by Duration, Venue & Fee)

Programme Synopsis        

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:

Team leadership

Customer focus

Relationship management

Administrative management

Marketing management

Time management.

Managing meetings

Oral and written communications.

The analysis will also guide the structure of our own training.

Course Contents

DAY ONE

Productivity Competence

Personal traits:

- External focus

- Internal responsibility

- Controls - self and others

Success aspirations

Mastering cost-value balance

Focusing on metrics that matter

Sales force development.

Market Intelligence

Competitor launches

Price changes

Promotional activities

New marketing initiatives.

DAY TWO

Commercial Knowledge

Revenue Generation

- 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

- Salaries.

Implications of Variable Costs

- Production

- Distribution

- Discounts

- Commissions

- Advertising spend

- Sales promotion

Earning Profits

- Limiting costs

- Gross margin

- Trade margins for channel partners

- Profit margin

Field Competitive Challenges

              - Price competition

              - Non price competition

Business growth

Social Media Marketing.

DAY THREE

The Battles for Channels Control

Evaluation of channel alternatives

- Wholesalers/Distributors/Dealers

- Retailers

Distribution Metrics

Distribution gains

Average stock volume/value

Stocks cover in days

Stock-out frequency Battles for shelf space

Battles for credibility

In-shop promotions

Channel Retention

Channel relationships and responsibilities

Financial bonding

Customization bonding

Structural bonding

Customer service

Merchandising

Merchandising at retail, wholesale and distribution points

Careful handling of stocks

Outlet merchandising

Stock arrangement and sequencing

Monitoring

Promoters and key salesmen

Monitoring financial health of distributors

Updating wholesalers and retailers list.

DAY FOUR

Team Lead Core Competencies

Sales Management: Key Tasks

What Results the Company Expects:

- Qualitative results

- Quantitative results

Management Style

Influencing Skills

Problem solving

Generating options

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.

DAY FIVE

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.