/  Professional Sales and Time Management Training

Professional Sales and Time Management Training

BMC Training provides a training course in Professional Sales and Time Management in PR , Customer Services , Sales and Marketing

Course Title
Venue
Start Date
End Date
  • London
    17 - 10 - 2021
    28 - 10 - 2021
  • London
    21 - 11 - 2021
    2 - 12 - 2021
  • London
    7 - 11 - 2021
    18 - 11 - 2021
  • London
    12 - 12 - 2021
    23 - 12 - 2021
  • London
    23 - 1 - 2022
    3 - 2 - 2022
  • London
    9 - 1 - 2022
    20 - 1 - 2022
  • London
    6 - 2 - 2022
    17 - 2 - 2022
  • London
    20 - 3 - 2022
    31 - 3 - 2022
  • London
    6 - 3 - 2022
    17 - 3 - 2022
  • London
    17 - 4 - 2022
    28 - 4 - 2022
  • London
    8 - 5 - 2022
    19 - 5 - 2022
  • London
    15 - 5 - 2022
    26 - 5 - 2022
  • London
    5 - 6 - 2022
    16 - 6 - 2022
  • London
    3 - 7 - 2022
    14 - 7 - 2022
  • London
    17 - 7 - 2022
    28 - 7 - 2022
  • London
    28 - 8 - 2022
    8 - 9 - 2022
  • London
    25 - 9 - 2022
    6 - 10 - 2022
  • London
    11 - 9 - 2022
    22 - 9 - 2022

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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