Professional Sales and Time Management

Courses 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