Sales and Marketing Managers Best Practices For Results

• Design a “customer-focused” sales presentation
• Apply best practices for conducting individual and team performance reviews
• Implement a strategy to optimize key accounts and market penetration
• Develop the skills to better motivate and lead sales team members
• Conduct productive sales training and administrative meetings

COURSE CONTENT

Improving Sales Team Effectiveness

• Understanding consumer behavior: 5 reasons customers don’t buy
• Designing a powerful “customer-focused” sales presentation
• Techniques for maintaining your customer’s interest and involvement
• Step-by-step process for effectively handling customer objections
• Territory and Key Account Management to maximize market penetration
• New business development planning

Principles for Recruiting and Retaining a High-Caliber Sales Team  

• Characteristics of successful salespeople
• Recruiting top-producing sales professionals
• The importance of pre-interview preparation and planning
• Best practices for the interviewing and hiring process
• Is your sales team ready for takeoff?
• Appling team building principles

Best Practices to Reward and Motivate Your Sales Team       

• The impact of a positive mental attitude
• Factors that motivate and demotivate people
• Sales contest ideas to increase sales and promote teamwork
• How to turnaround under-performing salespeople
• Keys to conducting effective sales meetings
• Designing award and recognition programmes

Essential Coaching and Mentoring Skills  

• Goals setting principles for continuous improvement
• Handling the negative impact of rejection and setbacks
• Mentoring and coaching salespeople to achieve peak-performance
• Change Management Best Practices
• How to manage your time to increase daily productivity
• What is your Action Plan?

FOR WHOM: Marketing & Sales Personnel

TRAINING METHODOLOGY

The training methodology combines lectures, discussions, group exercises and illustrations. Participants will gain both theoretical and practical knowledge of the topics. The emphasis is on the practical application of the topics and as a result participant will go back to the workplace with both the ability and the confidence to apply the techniques learned to their duties.