/  Professional Sales and Time Management
Pay Attention Please ! The course location "London Paddington" is subject to availability . We may change the course location if there is no availability and we will let you know about the location changing directly if it changes. The exact course time will be clear before one week prior to course start date and it might be changed at anytime.
BMC Training provides on 26 Sep 2021 Professional Sales and Time Management course [PR , Customer Services , Sales and Marketing] in London,UK

Objectives:

  • Demonstrate traits of an excellent sales manager.
  • Plan forecasts and quotas with more accuracy and precision.
  • Set up sales coaching and counseling sessions effectively.
  • Employ and train the sales team to generate increased sales and profits.
  • Show leadership and team building abilities to optimize sales results.
  • Schedule effective and productive coaching sessions and individual sales performance reviews.
  • Produce better margins and make more profits.
  • Devise action plans to prioritize efforts for maximum results.
  • Develop a sales plan for each strategic (key) account to fully satisfy client needs and maximize customer value.
  • Understand the buying process and close more sales.
  • Identify, evaluate and prioritize opportunities for business and relationship development.

The Contents

Sales Management and the Marketing Mix

  • Common Characteristics of the Sales Force
  • The Sales Competency Model 
  • The Primary Responsibilities and Roles of the Sales Manager 
  • The Sales Management Functions
  • Major Mistakes Sales Managers Make 

Planning, Strategy and Organization   

  • Structuring and Deploying the Sales Force 
  • Developing Sales Strategies
  • Sales Planning Fundamentals 
  • Sales Forecasting Guiding Principles
  • Sales Forecasting Techniques
  • Territory Design, Allocation and Management 

Sales Process Management 

  • Understanding the Psychology of the Buyer
  • Characteristics of Successful Sales People 
  • Identifying the components of the Sales Process
  • Mastering the Sales Process Milestones 

Sales Management Capstone Competencies 

  • Recruiting Sales People (Process and Interview)
  • Identifying Key Responsibilities
  • Pinpointing Critical Tasks
  • Training Sales People For Results 
  • The Field Training Process

Team Leadership and Motivation

  • Team Inventory and Assessment  
  • Identifying Team Roles, Strengths and Weaknesses
  • Coaching Sales People for Peak Performance 
  • Leadership Principles and Skills 
  • Motivation: Guidelines and Roadmaps 
  • Incentive Compensation Design

Sales Performance Management 

  • The Critical Importance of Setting Standards   
  • Types of Standards
  • Sales Force Analytics and Reporting 
  • Aligning Metrics with Sales Performance  
  • Sales Evaluation Methods  
  • Confronting Incompetence 

Key Account (KA) Management (KAM)

  • Definition of Key Account Management
  • Setting the Rules for Qualifying Key Accounts
  • CRM: The Key For Managing Customer Profitability
  • Linking CRM to KA Management and Customer Lifetime Value

Account Analysis: A Necessary Step Towards Defining and Selecting KA

  • The Single-Factor Models
  • The Portfolio Models
  • The Decision Models
  • Cost per Call and Break-Even Sales Volume Computation
  • Selection Criteria and Measuring Attractiveness
  • Use of Resources versus Cost to Serve

Key Account Relational Development Model

  • Partnership Defined
  • The Partnership Skill Set
  • Pre Relationship Stage
  • Early Relationship Stage
  • Mid Relationship Stage
  • Partnership Relationship Stage
  • Synergetic Relationship Stage
  • Reasons for Divesting Partnerships
  • The KA Quiz

The Key Account Planning Process (KAP)

  • Account Planning Process Criteria
  • Analyzing the Customer, Past Business and Competition
  • The Competitive Analysis Matrix
  • The Customer Expectation Benchmark Matrix
  • Developing Account Strategies
  • Use of SWOT and TOWS Analyses
  • Strategy Development Tools
  • Template for Key Account Management Planning

The Critical Role of Key Account Managers

  • Understanding the Role and Responsibilities of Key Account Managers
  • Harnessing Daily To-Do-Lists to Optimize Sales Productivity
  • Identifying and Working with Different Personality Styles
  • Presentation Skills for Key Account Managers



Related Training Courses

Course Details
  • Code PRC33
  • TIME    08:00 AM - 11:15 AM
  • DATE    Sep 26 2021 - Oct 7 2021
  • London , London Paddington
  • +44 7493377144
  • Support@bmc.net

Fees Per Person

11900 GBP + VAT
Registration Request Download PDF Brochure Other Dates

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