No of Days 5

Price: Ksh 90000/ USD 1100

OBJECTIVES

At the end of this training course, you will learn to:

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

PERSONAL IMPACT

 

This training course gives participants the sales management best practices to lead a highly-

successful sales team.

By the end of this training course, participants will:

? Be able to use listening and questioning skills to improve communication effectiveness

? Have the persuasion skills to negotiate win-win outcomes

? Know how to train, coach and mentor salespeople to increase sales   

Understand the strengths and weaknesses of their leadership style

Have the tools to recruit and retain successful salespeople

Be able to use recognition and reward programmes to build teamwork

WHO SHOULD ATTEND?

This training course is suitable to a wide range of professionals but will greatly benefit:

Sales and Marketing Managers

Sales and Marketing Directors

Sales Trainers

Salespeople Transitioning into Sales Management

 

DAY 1

 

Leadership and Communication Skills Development

7 Leadership Traits of Highly-successful Sales Managers

Identifying and Overcoming Communication Barriers in the Workplace

Enhanced Listening and Questioning skills to Improve Communication

Techniques for Providing Constructive Feedback

Interpreting Key Body Language Gestures   

Assessing Your Leadership Style’s Strengths and Weaknesses

 

DAY 2

 

Improving Sales Team Effectiveness

Understanding Consumer Behavior: 5 Reasons Customers Don’t Buy

Dr. Cialdini’s Principles of Persuasion

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

 

DAY 3

 

Principles for Recruiting and Retaining a High-Caliber Sales Team  

Characteristics of Successful Salespeople

Recruiting Top-producing Sales Professionals

he Importance of Pre-interview Preparation and Planning

Best Practices for the Interviewing and Hiring Process

Is your sales team ready for takeoff? 

Applying Team Building Principles

 

DAY 4

 

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 in Conducting Effective Sales Meetings   

Designing Award and Recognition Programmes  

 

DAY 5

 

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?

Methodology

The instructor led trainings are delivered using a blended learning approach and

comprises of presentations, guided sessions of practical exercise, web-based tutorials

and group work. Our facilitators are seasoned industry experts with years of

experience, working as professional and trainers in these fields.

Key Notes

i. The participant must be conversant with English.

ii. Upon completion of training the participant will be issued with an Authorized

Training Certificate

iii. Course duration is flexible and the contents can be modified to fit any number of

days.

iv. The course fee includes facilitation training materials, 2 coffee breaks, buffet

lunch and A Certificate upon successful completion of Training.

v. One-year post-training support Consultation and Coaching provided after the

course.

vi. Payment should be done at least a week before commence of the training, to

DATASTAT CONSULTANCY LTD account, as indicated in the invoice so as to enable us prepare better for you.