Professional Sales and Time Management Course

Develop professional sales and time management skills in this training course. Acquire techniques for effective sales strategies and time optimization. BMC Training offers Professional Sales and Time Management Course in PR , Customer Services , Sales and Marketing Courses.

  • English
  • 112 Training Sessions
  • Confirmed
  • Two Weeks
Professional Sales and Time Management Training Course

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Type a city name or a month
Venue Start Date End Date Net Fees Details & Registration
Madrid , Spain 21 - Jul - 2024 1 - Aug - 2024 15000 GBP
London , UK 21 - Jul - 2024 1 - Aug - 2024 11900 GBP
Munich , Germany 21 - Jul - 2024 1 - Aug - 2024 17800 GBP
Berlin , Germany 21 - Jul - 2024 1 - Aug - 2024 16600 GBP
New York , United States 21 - Jul - 2024 1 - Aug - 2024 25500 GBP
Amsterdam , Netherlands 21 - Jul - 2024 1 - Aug - 2024 18200 GBP
Bali , Indonesia 28 - Jul - 2024 8 - Aug - 2024 17400 GBP
Istanbul , Turkey 28 - Jul - 2024 8 - Aug - 2024 11100 GBP
Singapore , Singapore 28 - Jul - 2024 8 - Aug - 2024 16800 GBP
Washington , United States 28 - Jul - 2024 8 - Aug - 2024 27000 GBP
Milan , Italy 21 - Jul - 2024 1 - Aug - 2024 15000 GBP
Bali , Indonesia 4 - Aug - 2024 15 - Aug - 2024 17400 GBP
Istanbul , Turkey 4 - Aug - 2024 15 - Aug - 2024 11100 GBP
Singapore , Singapore 4 - Aug - 2024 15 - Aug - 2024 16800 GBP
Washington , United States 4 - Aug - 2024 15 - Aug - 2024 27000 GBP
Kuala Lumpur , Malaysia 11 - Aug - 2024 22 - Aug - 2024 10600 GBP
Rome , Italy 11 - Aug - 2024 22 - Aug - 2024 15800 GBP
Barcelona , Spain 11 - Aug - 2024 22 - Aug - 2024 16600 GBP
Zurich , Switzerland 11 - Aug - 2024 22 - Aug - 2024 17400 GBP
Paris , France 18 - Aug - 2024 29 - Aug - 2024 15800 GBP
Dubai , UAE 18 - Aug - 2024 29 - Aug - 2024 11172.5 GBP
Hong Kong , Hong Kong 18 - Aug - 2024 29 - Aug - 2024 18200 GBP
Madrid , Spain 25 - Aug - 2024 5 - Sep - 2024 15000 GBP
London , UK 25 - Aug - 2024 5 - Sep - 2024 11900 GBP
Munich , Germany 25 - Aug - 2024 5 - Sep - 2024 17800 GBP
Berlin , Germany 25 - Aug - 2024 5 - Sep - 2024 16600 GBP
New York , United States 25 - Aug - 2024 5 - Sep - 2024 25500 GBP
Amsterdam , Netherlands 25 - Aug - 2024 5 - Sep - 2024 18200 GBP
Tokyo , Japan 18 - Aug - 2024 29 - Aug - 2024 23000 GBP
Milan , Italy 25 - Aug - 2024 5 - Sep - 2024 15000 GBP
Madrid , Spain 22 - Sep - 2024 3 - Oct - 2024 15000 GBP
Munich , Germany 22 - Sep - 2024 3 - Oct - 2024 17800 GBP
Berlin , Germany 22 - Sep - 2024 3 - Oct - 2024 16600 GBP
New York , United States 22 - Sep - 2024 3 - Oct - 2024 25500 GBP
London , UK 22 - Sep - 2024 3 - Oct - 2024 11900 GBP
Amsterdam , Netherlands 22 - Sep - 2024 3 - Oct - 2024 18200 GBP
Paris , France 1 - Sep - 2024 12 - Sep - 2024 15800 GBP
Dubai , UAE 1 - Sep - 2024 12 - Sep - 2024 11172.5 GBP
Hong Kong , Hong Kong 1 - Sep - 2024 12 - Sep - 2024 18200 GBP
Madrid , Spain 8 - Sep - 2024 19 - Sep - 2024 15000 GBP
London , UK 8 - Sep - 2024 19 - Sep - 2024 11900 GBP
Munich , Germany 8 - Sep - 2024 19 - Sep - 2024 17800 GBP
Berlin , Germany 8 - Sep - 2024 19 - Sep - 2024 16600 GBP
New York , United States 8 - Sep - 2024 19 - Sep - 2024 25500 GBP
Amsterdam , Netherlands 8 - Sep - 2024 19 - Sep - 2024 18200 GBP
Bali , Indonesia 15 - Sep - 2024 26 - Sep - 2024 17400 GBP
Istanbul , Turkey 15 - Sep - 2024 26 - Sep - 2024 11100 GBP
Singapore , Singapore 15 - Sep - 2024 26 - Sep - 2024 16800 GBP
Washington , United States 15 - Sep - 2024 26 - Sep - 2024 27000 GBP
Milan , Italy 22 - Sep - 2024 3 - Oct - 2024 15000 GBP
Tokyo , Japan 1 - Sep - 2024 12 - Sep - 2024 23000 GBP
Milan , Italy 8 - Sep - 2024 19 - Sep - 2024 15000 GBP
Bali , Indonesia 20 - Oct - 2024 31 - Oct - 2024 17400 GBP
Istanbul , Turkey 20 - Oct - 2024 31 - Oct - 2024 11100 GBP
Singapore , Singapore 20 - Oct - 2024 31 - Oct - 2024 16800 GBP
Washington , United States 20 - Oct - 2024 31 - Oct - 2024 27000 GBP
Kuala Lumpur , Malaysia 27 - Oct - 2024 7 - Nov - 2024 10600 GBP
Rome , Italy 27 - Oct - 2024 7 - Nov - 2024 15800 GBP
Barcelona , Spain 27 - Oct - 2024 7 - Nov - 2024 16600 GBP
Zurich , Switzerland 27 - Oct - 2024 7 - Nov - 2024 17400 GBP
Paris , France 6 - Oct - 2024 17 - Oct - 2024 15800 GBP
Dubai , UAE 6 - Oct - 2024 17 - Oct - 2024 11172.5 GBP
Hong Kong , Hong Kong 6 - Oct - 2024 17 - Oct - 2024 18200 GBP
Madrid , Spain 13 - Oct - 2024 24 - Oct - 2024 15000 GBP
London , UK 13 - Oct - 2024 24 - Oct - 2024 11900 GBP
Munich , Germany 13 - Oct - 2024 24 - Oct - 2024 17800 GBP
Berlin , Germany 13 - Oct - 2024 24 - Oct - 2024 16600 GBP
New York , United States 13 - Oct - 2024 24 - Oct - 2024 25500 GBP
Amsterdam , Netherlands 13 - Oct - 2024 24 - Oct - 2024 18200 GBP
Tokyo , Japan 6 - Oct - 2024 17 - Oct - 2024 23000 GBP
Milan , Italy 13 - Oct - 2024 24 - Oct - 2024 15000 GBP
Madrid , Spain 17 - Nov - 2024 28 - Nov - 2024 15000 GBP
London , UK 17 - Nov - 2024 28 - Nov - 2024 11900 GBP
Munich , Germany 17 - Nov - 2024 28 - Nov - 2024 17800 GBP
Berlin , Germany 17 - Nov - 2024 28 - Nov - 2024 16600 GBP
New York , United States 17 - Nov - 2024 28 - Nov - 2024 25500 GBP
Amsterdam , Netherlands 17 - Nov - 2024 28 - Nov - 2024 18200 GBP
Paris , France 24 - Nov - 2024 5 - Dec - 2024 15800 GBP
Dubai , UAE 24 - Nov - 2024 5 - Dec - 2024 11172.5 GBP
Hong Kong , Hong Kong 24 - Nov - 2024 5 - Dec - 2024 18200 GBP
Madrid , Spain 3 - Nov - 2024 14 - Nov - 2024 15000 GBP
London , UK 3 - Nov - 2024 14 - Nov - 2024 11900 GBP
Munich , Germany 3 - Nov - 2024 14 - Nov - 2024 17800 GBP
Berlin , Germany 3 - Nov - 2024 14 - Nov - 2024 16600 GBP
New York , United States 3 - Nov - 2024 14 - Nov - 2024 25500 GBP
Amsterdam , Netherlands 3 - Nov - 2024 14 - Nov - 2024 18200 GBP
Bali , Indonesia 10 - Nov - 2024 21 - Nov - 2024 17400 GBP
Istanbul , Turkey 10 - Nov - 2024 21 - Nov - 2024 11100 GBP
Singapore , Singapore 10 - Nov - 2024 21 - Nov - 2024 16800 GBP
Washington , United States 10 - Nov - 2024 21 - Nov - 2024 27000 GBP
Milan , Italy 17 - Nov - 2024 28 - Nov - 2024 15000 GBP
Tokyo , Japan 24 - Nov - 2024 5 - Dec - 2024 23000 GBP
Milan , Italy 3 - Nov - 2024 14 - Nov - 2024 15000 GBP
Bali , Indonesia 15 - Dec - 2024 26 - Dec - 2024 17400 GBP
Istanbul , Turkey 15 - Dec - 2024 26 - Dec - 2024 11100 GBP
Singapore , Singapore 15 - Dec - 2024 26 - Dec - 2024 16800 GBP
Washington , United States 15 - Dec - 2024 26 - Dec - 2024 27000 GBP
Kuala Lumpur , Malaysia 22 - Dec - 2024 2 - Jan - 2025 10600 GBP
Rome , Italy 22 - Dec - 2024 2 - Jan - 2025 15800 GBP
Barcelona , Spain 22 - Dec - 2024 2 - Jan - 2025 16600 GBP
Zurich , Switzerland 22 - Dec - 2024 2 - Jan - 2025 17400 GBP
Paris , France 1 - Dec - 2024 12 - Dec - 2024 15800 GBP
Dubai , UAE 1 - Dec - 2024 12 - Dec - 2024 11172.5 GBP
Hong Kong , Hong Kong 1 - Dec - 2024 12 - Dec - 2024 18200 GBP
Madrid , Spain 8 - Dec - 2024 19 - Dec - 2024 15000 GBP
London , UK 8 - Dec - 2024 19 - Dec - 2024 11900 GBP
Munich , Germany 8 - Dec - 2024 19 - Dec - 2024 17800 GBP
Berlin , Germany 8 - Dec - 2024 19 - Dec - 2024 16600 GBP
New York , United States 8 - Dec - 2024 19 - Dec - 2024 25500 GBP
Amsterdam , Netherlands 8 - Dec - 2024 19 - Dec - 2024 18200 GBP
Tokyo , Japan 1 - Dec - 2024 12 - Dec - 2024 23000 GBP
Milan , Italy 8 - Dec - 2024 19 - Dec - 2024 15000 GBP

Course Syllabus

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

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