Securing Future Results – A Sales Management Framework
This real world, hard edged workshop is designed for CEOs and Board Directors wanting to drive improved sales results; short, medium and long term. At the end of the workshop, participants will take away a set of practical, tried and tested tools, adapted during the workshop to their own commercial environment, which can be used immediately to plan and organise effective sales activity.
Sales Policy and Planning
The use of a case study deductively to introduce an overall framework that links market information and marketing policy with sales objectives, the management of sales activity and personal development. The development, by each participant, of their own sales policy using the framework.
The Salesflow Model
The introduction of a central tool and a common language for planning the quantity, direction, and quality of sales activity to achieve future results. The definition of the sales process, the critical issues and the key ratios that need to be managed.
The development of tailored sales management tools ‘owned’ by the participants to enable them to quantify salesflow activity and gain implementation of the processes and methodologies that will improve sales effectiveness. For example: selection criteria, relationship assessment, backward planning, gap analysis and pipeline probability assessment.
Personal Sales Planning
The introduction of a format for documentation/back-up systems that enable individuals comprehensively to analyse, monitor, and plan their sales activity and personal development confidently to achieve future targeted results.
The drawing up and discussion of detailed action plans to put the required tools and processes in place.
The workshop is focused on implementation, with the emphasis on the practical, not the theoretical. The use of case study, group and individual exercises and above all open discussions to explore how these tools and processes can be used in each participant’s business to improve sales results dramatically – hard questions welcomed and encouraged!