Sales Excellence Training Courses2019-08-22T16:14:16+01:00

Sales Excellence Training Courses

Our sales excellence training courses educate managers and team leaders on how to effectively drive, motivate, and manage their sales team to achieve targets consistently

Sales Management – 2 Day

Course Overview

A successful sales manager’s job is to provide clear direction and support to his/her team  enabling them to excel and develop to reach their full potential.  Sales managers often rise to this position from a successful career in sales. But the skills required of a successful sales manager are quite different than the skills of a sales person which is one of the key points that this program will be focusing on.

This two day program will enable delegates to have a clear understanding of the successful sales manager’s responsibilities and how to become more effective in their roles in this challenging competitive business environment of today. Over the period of the course delegates will explore key leadership skills as well as the essential sales managerial skills needed for them to effectively forecast and implement effective sales plans, motivate, monitor and evaluate the performance of their people and provide the required direction and support ensuring measurable sales results from their sales teams.

Course objectives:

By the end of this training course participants will be able to:

  • Understand the roles and responsibilities of a sales manager
  • Learn skills to achieve better results through their teams using sales plans and targeting techniques
  • Clearly understand how to prepare a sales forecast and a sales plan for their sales operation
  • Properly observe, evaluate and give feedback to team members and set performance development objectives using assessment tools supplied and provided within the training program
  • Explore ways to motivate their sales teams and create a more motivating environment.
  • Run more effective sales meetings and morning huddles to inspire and motivate and provide clear direction to their sales team members.

Outline of topics

  • Sales management – is it strategic or tactical?
  • What are my CSF’s? – Critical success factors.
  • SWOT and PESTLE analysis.

  • What is forecasting and how it can help sales performance?
  • Identify different forecasting methods.
  • Follow a simple 4 step process to create a sales forecast.
  • Avoid common forecasting pitfalls.

  • Setting up your sales strategy.
  • Put together the main components of your sales plan.
  • Specify sales tactics to achieve strategy
  • Sales planning best practice examples.
  • Practical skill practice activity – Create a sales plan for your sales operation

  • Setting sales objectives.
  • The 3 step sales performance control plan.
  • Guidelines for proper sales performance evaluation
  • Handling the under performing sales team member.

  • What motivates us?
  • Knowing your team inside out.
  • Creating a motivating environment for your team.
  • Understand the factors that combine and drive personal motivation.

  • Effective versus badly run sales meetings
  • Planning your sales meeting sequence.
  • Successful sales meeting checklist.
  • Team huddle versus team meeting.

Enquire now

In-House

£ On Request

At Our Leadership Center

£495+Vat

Sales Management – 2 Day

Course Overview

A successful sales manager’s job is to provide clear direction and support to his/her team  enabling them to excel and develop to reach their full potential.  Sales managers often rise to this position from a successful career in sales. But the skills required of a successful sales manager are quite different than the skills of a sales person which is one of the key points that this program will be focusing on.

This two day program will enable delegates to have a clear understanding of the successful sales manager’s responsibilities and how to become more effective in their roles in this challenging competitive business environment of today. Over the period of the course delegates will explore key leadership skills as well as the essential sales managerial skills needed for them to effectively forecast and implement effective sales plans, motivate, monitor and evaluate the performance of their people and provide the required direction and support ensuring measurable sales results from their sales teams.

Course objectives:

By the end of this training course participants will be able to:

  • Understand the roles and responsibilities of a sales manager
  • Learn skills to achieve better results through their teams using sales plans and targeting techniques
  • Clearly understand how to prepare a sales forecast and a sales plan for their sales operation
  • Properly observe, evaluate and give feedback to team members and set performance development objectives using assessment tools supplied and provided within the training program
  • Explore ways to motivate their sales teams and create a more motivating environment.
  • Run more effective sales meetings and morning huddles to inspire and motivate and provide clear direction to their sales team members.

Outline of topics

  • Sales management – is it strategic or tactical?
  • What are my CSF’s? – Critical success factors.
  • SWOT and PESTLE analysis.

  • What is forecasting and how it can help sales performance?
  • Identify different forecasting methods.
  • Follow a simple 4 step process to create a sales forecast.
  • Avoid common forecasting pitfalls.

  • Setting up your sales strategy.
  • Put together the main components of your sales plan.
  • Specify sales tactics to achieve strategy
  • Sales planning best practice examples.
  • Practical skill practice activity – Create a sales plan for your sales operation

  • Setting sales objectives.
  • The 3 step sales performance control plan.
  • Guidelines for proper sales performance evaluation
  • Handling the under performing sales team member.

  • What motivates us?
  • Knowing your team inside out.
  • Creating a motivating environment for your team.
  • Understand the factors that combine and drive personal motivation.

  • Effective versus badly run sales meetings
  • Planning your sales meeting sequence.
  • Successful sales meeting checklist.
  • Team huddle versus team meeting.

Enquire now

In-House

£ On Request

At Our Leadership Center

£495+Vat

Empower you sales team today!

Enquire Now

Professional Selling Skills – 2 Days

Course Overview

Many sales people fall into the trap of talking too much. They just can’t wait to tell customers all about the features or benefits their product/service will bring or how great their company is without first understanding the needs and desires of the customer which is not the best approach to selling.

This two day extensive sales training program will guide participants towards uncovering the “Right” skill set and mind set a professional sales person should possess. From controlling conversations with customers to asking the right questions to uncover customer’s needs, this program will enhance sales staff’s ability to connect better with customers, overcome objections and close the sale confidently and effectively delivering commercial and sales objectives.

Powerful sales questioning technique :

The core of this program teaches a more effective and more professional sales approach that primarily depends on asking a series of questions in a specific order that will enable you to find out your customer needs and not only uncover problems, but also ask questions that make the customer realise that the problem he has been chugging along with comfortably is now too big to ignore.

Selling to different personality types :

Moreover, Many salespeople also have a single, preferred style of selling and find it difficult to sell to different types of buyers. They use a strategy of making friends with customers and while this works sometimes, there are certainly buyers out there who just don’t like this approach at all. Part of this program will focus around dealing with different personalities of buyers and how taking this into consideration and adopting a slightly different approach with each customer will help you be more successful and close more sales.

Course objectives:

By the end of this training course participants will be able to:

  • Understand what is needed to have both the right skill set and mind set to sell.
  • connect better with customers, overcome objections and close sales confidently and effectively to achieve sales targets.
  • Learn and practice an effective sales questioning technique that will increase the likelihood of making a sale by better understanding customer needs while maintaining a great customer experience.
  • Understand the 4 major behavioural styles and personality types and how to sell to each buyer type

Outline of topics

  •  Professional selling introduction
  •  Professional selling skill set and mind set
  •  The perfect sales person – Activity

  •  Controlling a conversation
  •  Using the power of questions
  • The OPEN question selling technique
  • (Operational, probing, effect and nail down questions)

  •  The importance of listening
  •  Features, advantages and benefits
  •  Customer specific benefits
  •  Identifying customer’s decision criteria

  •  Types of objections
  • The APAC objections handling model
  •  Handling the most common objection “price”
  • Nine closing techniques

  •  The right state of mind to sell
  • The more “No’s” you get
  •  Visualise your sale
  • Know what you’re selling inside out.

  •  Understanding the different behavioral styles and personality types
  •  Find out your major behavioural style and personality type
  •  Selling to different personality styles
  •  After sales and follow-up

Enquire now

In-House

£ On Request

At Our Leadership Center

£395+Vat

Professional Selling Skills – 2 Days

Course Overview

Many sales people fall into the trap of talking too much. They just can’t wait to tell customers all about the features or benefits their product/service will bring or how great their company is without first understanding the needs and desires of the customer which is not the best approach to selling.

This two day extensive sales training program will guide participants towards uncovering the “Right” skill set and mind set a professional sales person should possess. From controlling conversations with customers to asking the right questions to uncover customer’s needs, this program will enhance sales staff’s ability to connect better with customers, overcome objections and close the sale confidently and effectively delivering commercial and sales objectives.

Powerful sales questioning technique :

The core of this program teaches a more effective and more professional sales approach that primarily depends on asking a series of questions in a specific order that will enable you to find out your customer needs and not only uncover problems, but also ask questions that make the customer realise that the problem he has been chugging along with comfortably is now too big to ignore.

Selling to different personality types :

Moreover, Many salespeople also have a single, preferred style of selling and find it difficult to sell to different types of buyers. They use a strategy of making friends with customers and while this works sometimes, there are certainly buyers out there who just don’t like this approach at all. Part of this program will focus around dealing with different personalities of buyers and how taking this into consideration and adopting a slightly different approach with each customer will help you be more successful and close more sales.

Course objectives:

By the end of this training course participants will be able to:

  • Understand what is needed to have both the right skill set and mind set to sell.
  • connect better with customers, overcome objections and close sales confidently and effectively to achieve sales targets.
  • Learn and practice an effective sales questioning technique that will increase the likelihood of making a sale by better understanding customer needs while maintaining a great customer experience.
  • Understand the 4 major behavioural styles and personality types and how to sell to each buyer type

Outline of topics

  •  Professional selling introduction
  •  Professional selling skill set and mind set
  •  The perfect sales person – Activity

  •  Controlling a conversation
  •  Using the power of questions
  • The OPEN question selling technique
  • (Operational, probing, effect and nail down questions)

  •  The importance of listening
  •  Features, advantages and benefits
  •  Customer specific benefits
  •  Identifying customer’s decision criteria

  •  Types of objections
  • The APAC objections handling model
  •  Handling the most common objection “price”
  • Nine closing techniques

  •  The right state of mind to sell
  • The more “No’s” you get
  •  Visualise your sale
  • Know what you’re selling inside out.

  •  Understanding the different behavioral styles and personality types
  •  Find out your major behavioural style and personality type
  •  Selling to different personality styles
  •  After sales and follow-up

Enquire now

In-House

£ On Request

At Our Leadership Center

£395+Vat

Learn how to drive you sales team effectively.

Enquire Now

Sales Territory Planning & Routing – 2 Days

Course Overview

Your success as a field and distribution sales professional will ultimately depend on how efficiently and effectively you can manage your sales territory by building strong sales pipelines and advancing sales opportunities with a focus on growing relationships with key and high potential customers.

As a field sales person, you are accountable for the quality, direction and quantity of your sales activity within your territory. How well you plan and manage these three factors will ultimately decide your overall success. When territories are managed properly, key customer relationships are being grown, account plans and key sales opportunities are being advanced and sales territory targets are being achieved. This can only happen through structured territory business planning and proactively exploring territory growth.

This training programs aims to introduce a simple 5 step process to properly manage and plan your sales territory. The process serves as a plan or a guideline from setting strategic sales goals based on your close analysis of both your territory itself and scoring your customers for their potential to following best practice territory routing and coverage patterns and evaluating your results.

Course objectives:

By the end of this training course participants will be able to:

  • Follow a structured step by step approach to plan sales activity within their sales territories.
  • Understand the criteria for determining real customer potential
  • Determine sales territory potential and assess strengths, weaknesses, opportunities and threats within the sales territory
  • Set strategic objectives and goals for their sales territories.
  • Explore best practice sales territory routing patterns for efficient and effective coverage.

Outline of topics

  • My circles of influence and concern.
  • Quantity, Direction & Quality.
  • Being efficient and effective.
  • Introduction – The 5 Step sales territory planning & routing

  • Territory competition analysis
  • Territory potential analysis.
  • Sales Territory SWOT analysis.
  • SWOT analysis skill practice activity.

  • Key customer potential concepts.
  • What makes a customer “Attractive”?
  • Collecting information about customer potential.
  • Calculating real customer potential.

  • Why set goals and objectives?
  • Setting strategic sales goals for your territory.
  • Making sure your goals are SMART

  • What are territory routing patterns?
  • Accumulating effort across your territory.
  • Blocking your territory.
  • Using territory routing software.

  • Measuring and evaluating performance.
  • Taking corrective action.
  • Common sales activity time traps.

 

Enquire now

In-House

£ On Request

At Our Leadership Center

£395 +Vat

Sales Territory Planning & Routing – 2 Days

Course Overview

Your success as a field and distribution sales professional will ultimately depend on how efficiently and effectively you can manage your sales territory by building strong sales pipelines and advancing sales opportunities with a focus on growing relationships with key and high potential customers.

As a field sales person, you are accountable for the quality, direction and quantity of your sales activity within your territory. How well you plan and manage these three factors will ultimately decide your overall success. When territories are managed properly, key customer relationships are being grown, account plans and key sales opportunities are being advanced and sales territory targets are being achieved. This can only happen through structured territory business planning and proactively exploring territory growth.

This training programs aims to introduce a simple 5 step process to properly manage and plan your sales territory. The process serves as a plan or a guideline from setting strategic sales goals based on your close analysis of both your territory itself and scoring your customers for their potential to following best practice territory routing and coverage patterns and evaluating your results.

Course objectives:

By the end of this training course participants will be able to:

  • Follow a structured step by step approach to plan sales activity within their sales territories.
  • Understand the criteria for determining real customer potential
  • Determine sales territory potential and assess strengths, weaknesses, opportunities and threats within the sales territory
  • Set strategic objectives and goals for their sales territories.
  • Explore best practice sales territory routing patterns for efficient and effective coverage.

Outline of topics

  • My circles of influence and concern.
  • Quantity, Direction & Quality.
  • Being efficient and effective.
  • Introduction – The 5 Step sales territory planning & routing

  • Territory competition analysis
  •  Territory potential analysis.
  •  Sales Territory SWOT analysis.
  •  SWOT analysis skill practice activity.

  • Key customer potential concepts.
  •  What makes a customer “Attractive”?
  •  Collecting information about customer potential.
  •  Calculating real customer potential.

  • Why set goals and objectives?
  • Setting strategic sales goals for your territory.
  • Making sure your goals are SMART

  • What are territory routing patterns?
  •  Accumulating effort across your territory.
  • Blocking your territory.
  •  Using territory routing software.

  • Measuring and evaluating performance.
  •  Taking corrective action.
  •  Common sales activity time traps.

 

Enquire now

In-House

£ On Request

At Our Leadership Center

£395inc Vat