Golden Bullet

Sales Managers Curriculum

Who Should Attend  

Sales Managers, Marketing Research Specialists , Senior Sales Team Leaders, Senior Sales Supervisors, And Those Who Will Take These Positions.

Our Mutual Objectives

  • Understand Different Ways To Manage Your Sales Team For Amazing And Tangible Results.
  • Organize Your Team Territories And Handle The Time Gaps For Maximum Results.
  • Know The Sales Management Common Methods And Strategies And Use It Perfectly.
  • Plan For Your Competitive Advantage To Make It Come True.
  • Use Opportunity Management & Pipeline Management For Reaching New Sales Heights.
  • Forecast The Possibilities And Potentials For Sales And Apply The Idea In Your Team.
  • Be Creative And Innovative And Use It In Sales Area.
  • Understand Financial Justification Criteria And How To Control It.
  • Use The Follow Up Plans To Control Your Team And Maximize Their Efforts.
  • Think Strategically In Sales Through Your New Strategic Planning Skills.
  • Know How to Apply the (TQSM) “Total Quality Sales Management” To Gain Customer’s Satisfaction.
  • Know When Your Team Needs A Training And How To Come Out With The Best Results.


Course Outlines

First Module

1-Motivating your Sales Team

  • Know what your team considers important
  • Communicate with your Sales Team
  • Set Goals that challenge your Sales Team
  • Get them into Action
  • Provide the necessary tools for your team
  • Manage the less-than-stellar performers
  • Give credit to whom it is due

2-The Fundamentals of Organizing Your Sales Force to Maximize Results

  • The model for choosing the most successful sales force organization and deployment
  • Define territory boundaries to improve productivity
  • Use time and territory management to maximize customer contact

 

Second Module 

3-Differentiation

  • So, what makes YOU different?
  • Planning The Big Three
    • Price
    • Product/Service Quality/Functionality
    • Service

4-Account Management

  • Account Management – Art Or Science?
    • Profitability management
    • Account relationship selection
    • Product migration paths
    • Account planning
    • Successful account management

 

Third Module

5-Opportunity Management

  • What is Sales Opportunity Management
  • Sales Force Automation
  • CRM Systems & Sales Tracing

6-Pipeline Management

  • The Difference between Pipeline Management & CRM
  • Accurate Pipeline Forecasting
  • Sales Pipeline Analytics

 

Fourth Module

7-Forecasting

  • The Importance of Sales Forecasting
  • What Information Is Needed to Prepare a Sales Forecast?
  • How Long and How Often Should One Forecast?
  • Forecasting Techniques
  • How Sales Forecasting Applies to a New Business
  • How to Produce a Sales Forecast You and Your Staff Can Believe In
  • Bench marking – Actual Sales vs. Forecast
  • Who Should Prepare Sales Forecasts?

8- Creativity

  • Don’t Think Outside The Box … Get Yourself a Brand New Box
  • 8 Great Places to Add Creativity to the Sales Cycle

9-Financial Justification

  • Financial Concepts
  • Quantifying Benefits
  • Establishing a Financial Advantage
  • Selling Value Instead of Price
  • Asking Financial Questions
  • Listen for Financial Information
  • The Difference Between Cost and Price
  • Closing Strategies

 

Fifth Module

10-   Follow-up 

  • 5 Sales Follow-Up Tips That Work
  • Follow-Up Call – Tips And Techniques
    • Main Problem with Follow Up
    • Ask for the Order
    • Take them to the Next Level – Find Out What Their Hesitation Is
    • Build Relationship – Find Out One Thing About Them Personally or Business

11-   Strategic Sales Plan

  • Qualify Prospect and Understand the Business
  • Conduct Needs Assessment, Cost/Benefit Analysis and Define Specifications
  • Identify Logistics to Advance the Sale
  • Present Value Proposition
  • Implement Account Management or Recycling Process

 

Sixth Module

12-   TQ(S)M – Total Quality Sales Management

  • Identifying and removing barriers to hearing the customer
  • Satisfying rising customer demands
  • Viewing your company as a big team composed of smaller teams all working toward one common goal: customer satisfaction.
  • Analyzing relationships with customers-both traditional external customers, and other internal teams. Continuously assessing what is working and improving what is not.

13-   Training for Results

  • Product, competitor, and customer knowledge
  • Open new accounts through value-added selling
  • Trends in training
  • Mentoring and testing
  • Obtain the benefits of field coaching
  • Make sales meetings more meaningful
  • Create training checklists and agendas

 

 

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