Effective Training.
Easy on the BUDGET.

Guiding Sales Team Performance [ 50% OFF until 12/10/2019 ]

Date: April 15, 2020
Time: 1:30pm-5:30pm
Venue: St. Giles Hotel, Makati

This program focuses on providing measures of sales effectiveness and sales environment analysis that would help the sales leaders detect and address the issues and threats that specific sales people are experiencing. This is intended to improve the sales leaders' capacity to determine how to provide better support to aid in their teams in the achievement of sales targets.

The focus this time is not primarily on the sales people also, it also explores the need to adapt to the changing needs of customers as well as elements involved in effective sales performance, namely:
1. Sales Process Analysis
2. Customer Analysis
3. Competitor Analysis

In addition to this, a template for Sales Performance Improvement would be provided to guide the participants to create their own action plans and strategies to address and resolve the performance problems they face.

Module 1:  Developing Measures of Sales Effectiveness

A. The Essentials of Growing Sales
    1. Sales Growth defined
    2. Measures of Effectiveness for Sales Growth
        a. Sales Opportunities Developed for the Period
        b. Sales Activities Accomplished for the Period
        c. Sales Generated for the Period
        d. Profits Generated for the Period
    3. The Three Sources of Sales Growth
        a. Acquiring New Customers
        b. Selling More to Existing Customers
        c. Encour aging Customers to Buy More and/or More Often

B. Analyzing your Sales Environment
    1. When does Sales Growth happen?
    2. Why does Sales Decline happen?
    3. Selling based on Economic Realities
    4. Differentiating your Sales Approach

C. The Major Issues affecting Missed Sales Targets
    1. You can't Manage what you can't Measure
    2. You can't Control Sales Results but you can manage your Sales Activities
    3. Hitting the Sales Targets: Who's Really Responsible?

Module 2:  Guiding your Team's Sales Performance

A. Clarifying your Sources of Sales
    1. Existing Customers
    2. New Prospects
    3. Both Existing and New Customers
    4. What do you need to Tap these Sources of Sales

B. Elements of Effective Sales Performance
    1. Sales Process Analysis
        a. Identifying the Specific Strengths and Weaknesses in the Sales Process
        b. Specifying Areas of Improvement
    2. Customer Analysis
        a. Star Customers and Prospects
        b. Weak Customers and Prospects
        c. Specifying Customers and Prospects to Target
    3. Competitor Analysis
        a. Strong Competitors
        b. Weak Competitors
        c. Specifying Competitors to Engage

C. Creating your Plan of Action
    1. Sales Process Improvements
    2. Target Customers and Prospects
    3. Competitors to Guard Against and/or Penetrate


The 50% OFF promo will only be applicable for payments made strictly on or before December 10, 2019.

The Regular Rate of P1, 999+VAT per participant, per seminar rate will be applied if payment is not made within the prescribed date and P2, 499+VAT per participant, per seminar will be applied for on-site payments. 


[ Seminar Fee includes snacks, materials and certificate of completion ]

Duration: Half-Day

Rate: P1,999

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