Sales do not progress efficiently and with maximum revenue unless the sales process is continually and closely managed. Sales management must monitor the sales forceís activity, progress, and results; assess opportunities and problems as they arise; and redirect salespersonsí efforts efficiently.
Sales management requires a mechanism that makes sales predictable. Great companies treat their sales management system as a strategic corporate asset.
The Sales Managerís role is transforming from evaluator to developer, expert to resource, and teller to questioner. There is a need for a Sales Management System that can be consistently used to accomplish this transformation. It must be a disciplined system, well documented and metrics based. Used properly, it will improve employee relations and accelerate the company's sales success.
The Sales Management System Workshop enables participants to view their company's sales process as a productive asset, one that can be monitored and improved as metrics about it's performance are better understood. The workshop will standardize the system across the company, providing consistency of process and results. Participants will customize the system framework to fit the buying and sales cycle, metrics, reporting requirements, and other characteristics specific to your company.
Salespeople who understand the sales system appreciate its advantages, and are far more likely to embrace that system enthusiastically. This is especially true when they have an opportunity to use the sales system as a benchmark by which to evaluate their own performance, to identify their areas of strength and opportunities for improvement, and to seek training that can enhance their skills in critical areas.
Great companies understand that the 3 most important factors in their success are people, people and people. Who you hire, how they are treated, the resources and development they are given, the opportunities they have, and who they are working for, are all critical elements that determine their success, and the company's success.
Why you should attend?
The Sales Management Workshop is for sales managers with a sales team directly responsible for orders and revenue.
What you'll do?
Unlike training, this two-day Sales Management System Workshop is a role-up-your sleeves and get-to-work session in which the facilitator presents the sales management system model and templates. The management team will begin work on adapting the model to the company's specific needs. The workshop will conclude by developing a timeline for the "completion" and implementation of the company's Sales Management System.
Workshop pre-requisites and preparation
The attendees should have, and bring for use in the workshop:
If any of these are not available, additional workshop days can be added for their development.
Copyright © 2005-2009, All rights