Driving Sales Performance

Today’s markets are dynamic, characterized by increased competition, evolving customer expectations, pressure on margins, and omnichannel retailing. Sales management has become a challenge and a crucial resource for organizations to develop a competitive advantage. The profile of the sales force has also evolved, and the art of selling is moving from product selling to solution selling. Ensuring a high level of sales performance requires the development of new capabilities besides reassessing the capacities of the current salesforce.

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Program Overview

This program offers a collaborative learning environment focused on practical ways to improve sales force performance. The participants will be exposed to practice-proven principles, strategies, and tactics of sales management. The program will help them to manage some of the most challenging sales issues about the professional selling process, sales force design, talent development, compensation, and sales force effectiveness.

Details

Program Objectives:

At the end of the course, participants will be able to:

Understand the concepts, attitudes, techniques, and approaches required for effective decision-making in the Sales management
Develop skills critical for generating, evaluating, and selecting sales strategies
Appreciate the various sales management practices to make effective decisions

What You Will Learn:

Introduction to Professional Sales Management
The Professional Selling Process
SPIN Selling
Sales Force Talent Management
Salesforce Compensation
Sales Budgeting, Target Setting and Forecasting
Sales Force Systems
Sales Force Automation
Sales Force Effectiveness
Customer Relationship Management
Key Account Management
Ethical Selling
Sales Leadership
Right Message- Right Customer-Right Manner-Right Relationships

Key Benefits:

Understand key concepts of Sales Management
Role of the Sales Manager, Organizational Strategies, and the Sales Function
Professional Selling Process
Profiling, Recruiting and Developing, Delivering, and Reinforcing a Sales Training Program
Sales Force Structure, Field Organization of the Sales Department, Centralization versus Decentralization in Sale Force Management
Sales force effectiveness
Customer Relationships and Key Account Management
Motivating the Sales Force, Dimensions of sales force motivation, Financial rewards, Sales meetings
Ethical issues in selling with the understanding of social responsibilities in a business context

Who Should Attend:

The program is intended for the following:

Sales executives from FMCG, consumer durables, industrial, financial services, pharmaceuticals, and IT/knowledge sectors
Marketing and commercial managers who are responsible for revenues and field-level sales operations
Retail and category managers
CEOs of small and medium enterprises

Program Days:
To be announced

Program Format:
Delivered online via live virtual interactive sessions in Zoom

Program Fee:
PHP: 25,990.00
USD: 467.53*

*The prevailing exchange rate at the date of payment may apply

Let us know if you are interested in our limited-time offer rates or in discussing payment terms.