Empowering organizations to be more productive

Enabling executives to achieve professional fulfilment
 

Sales Management Academy
~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~

 

Sales Academy
~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~

 

Transition to Sales Management

Team Leader vs. Team Player
Peer vs. Managing Former Peers
~
Objectives and Planning
Types of Plans
Develop a Short-Range Organizational Plan
Territorial Planning
~
Standards of Performance for the Sales Team
Effective Methods for applying the Performance Standards to new hires as well as existing sales personnel
Goal-setting System
KPIs
~
Communication Styles
Use the L4L Hippocratic Personality Theory
Analyze your Strengths and Weaknesses
Analyze each salesperson's strengths and weaknesses
~
The Principles behind Reinforcement
Trust as a multiplier
~
Understand the Motivation Theory - the Key to Motivation
Key values in determining ways to motivate people
The relationship between values and individual expectations
Assess your company’s existing recognition, reward and benefit systems in relation to employee growth and performance
How to select motivators based on individual needs
Situational Leadership
~
Compensation programs that drive superior performance
Total compensation plans that drive the sales behaviour and lead to goal attainment
~
Finding the Talent - Recruiting and Interviewing
"Best Practices" for hiring productive sales professionals
~
Delegation for Growth
Barriers and techniques to overcome resistance and minimize risks
Re-examine the effectiveness of your current delegating techniques
Delegation styles and approaches
~
Effective Time Management
Tools, techniques and L4L models
~
Coaching and Counselling for Outstanding Job Performance
Coaching impact on measurable performance improvements
Assess your team for gap between potential and current performance
How to coach individual sales team members to achieve higher performance
How to counsel (or not counsel) the individual
Practice listening for skill improvement
Develop critical distinctions for language and make distinctions through live application
Self-examination of attitudes that support or thwart successful coaching
~
Positive approach to Problem Solving
Recognize when there is a problem
How we think and reason
Identifying underlying factors that explain why intelligent people do irrational things
Problem solving first steps: seeing patterns, abstracting to models and developing hypotheses
Moving from analytical thinking to critical thinking
Applying the four components of analytical reasoning to a real-life work situation
~
Managing Conflict
Assess your preference and approach for dealing with conflicts
Identify the critical modes for reaching successful resolution
Shift your management style to manage conflicts
~
Win-Win Appraisals
~
Manage Salespeople from a Distance
~
Team Building
Run Team-based Projects
~
Expanding your Influence
Differentiating the psychology of persuasion from the process of influencing
The relationship of triggers to the laws of persuasion / influence
~
Measuring and Managing Performance
Managing Performance and Growth
Apply all concepts learned through simulation actions
How to promote continuous learning among your staff
~
What's your Strategy for the Future?
Strengthening your Sales Team
Develop a plan for turnover and succession
~
Training Programs that Improve the performance of your entire sales team
~
Understand what makes you a Leader
Principles of Sales Leadership - Case Study

 
Professionalism and Accountability
Identify the habits of productive salespeople
Skills assessment
Hippocratic Personality Instrument
~
The sales process
Describe the steps of the sales process
Demonstrate the skills associated with each element of the sales process
Conduct effective sales calls, from the initial greeting to the final commitment
~
Planning
Define and perform a competitive analysis
Complete an account profile
Identify the key contacts in each of your accounts
Develop meaningful performance targets
Manage account performance strategically
~
New business development
Identify and develop new business strategies for yourself
Qualify a business opportunity to determine where your time is best spent
Develop a prospecting strategy
Call / Email approach and script alternatives
~
Territory and Account Management
Differentiate between territory management and territory coverage
Analyze your territory and account base and set goals
Analyze key-account relationships
Perform an account penetration analysis
~
Improve your ability to qualify opportunities
L4L Qualification Model
Choose opportunities with the best prognosis and invest in them
Identify “non-starters” and avoid them
~
Listening
Identify the elements of good listening - Identify the barriers
Demonstrate your proficiency in active, attentive listening
~
Personal Communication Styles
Identify your own personal style / Identify the personal styles of others
Identify an ideal sales approach to match the personal style of your customer
~
Consultative Selling Model
Develop a plan for using a consultative selling-approach for your business
~
Becoming a problem solver
~
Time management
Develop an objective tracking system
Effectively prioritize your work and manage your time
~
Strategic Thinking
Address the challenges associated with selling
Differentiate between strategy and tactics
Apply the concept of ROI to your efforts
Know the four elements of your selling strategy - what, who, why and how
~
The Major Account (s)
Define what constitutes a major account
Differentiate major accounts from other types of customers
Understand your role as a major account manager
Develop a strategic approach to managing your major accounts
~
What have you got to sell?
Sell the strengths of your offerings
Define the ideal project, and invest resources to secure it
Reinforce your understanding – Comment on sales presentations
~
The selling process 101
Manage the sales process more effectively
Create process milestones - Define result indicators
~
Managing relationships - Long term scope
Distinguish between business development and account maintenance
~
Managing your pipeline
Understand mathematical assumptions about your pipeline
Spread your risk by managing the pipeline
Manage the non-sales demands on your time
Use leverage to produce referrals
Emphasize results over activity
Tracking performance for continuous improvement
~
Sales Negotiations
Differentiating between selling and negotiating
Understanding the sales negotiation process
Both perspectives: yours and the customer's
Using powerful sales negotiating / planning tools
Addressing aggressive buyer demands face-to-face
Developing stronger client relationships through win-win negotiations
Applying strategies to favourably influence the four primary negotiating styles
Creating a motivational climate for your buyer
~
Committing to action
Know what elements of this program work best for you
Plan a course of action to adopt the learning
Develop habits to lock in new skills

 

 
Learning for Life Training & Consulting
 
contact@learning4life.gr
 
Copyright © Learning for Life - All rights reserved