MASTERING SALES OPERATIONS: BOOSTING THE SALES MANAGERS PRODUCTIVITY FOR SUCCESS
Live-Online Training: N 210,000
Classroom Training: N 280,000.
3 - 4 participants: 5% discount
5 or more participants: 10% discount
(Available also for Customised Training by Duration, Venue & Fee)
Programme Synopsis
The training we propose to you here will attain the following for your top and senior sales managers who don't merely do selling but manage sales executives and sales territories.
Business Skills & Management
Intensive training can raise the proficiency levels of their business and management skills desirable for profitable sales management in your organisation.
Creating More Customers
After the training, you will find that the senior managers and the sales executives they manage will create more customers, attend to more demands, and manage the staff on the field more effectively.
Performing for Profit
To keep an eye on performance, we will train the managers to rekindle their interest and the interest of all the sales executives in their control to focus on performing for profit. For this purpose, we will concentrate our training on making your senior sales managers:
- Know how to agree on meaningful standards of performance.
- Formulate a control system to measure their standards.
- Understand the techniques of sales forecasting.
- Keep their eyes on factors that influence profit.
- Motivate the sales executives they supervise to keep to targets.
- Know how to improve the use of the time they allocate to different brands and the key areas of their territories.
A Test of the Senior Sales Manager's Competencies
We will start the course with a questionnaire each class member will complete. The information will turn out to be of valuable interest to the managers’ competencies before the period fully commences, especially for the critical ones like:
- Team leadership
· Customer focus
· Relationship management
· Administrative management
· Marketing management
· Time management.
· Managing meetings
· Oral and written communications.
The analysis will also guide the structure of our training.
Course Content
DAY ONE
Leadership and Personal Effectiveness
Market Intelligence
- Competitor launches.
- Price changes
- Promotional activities
- New marketing initiatives.
Commercial Knowledge
- Revenue Generation
-Focus on what makes the business Money
-Cash sales and company cash flow
-Pricing power
-Margin and profit
- Financial Cause-and-Effect of a Sale
-Credit policies
-Discount structure
-Efficient invoicing
- Implications of Fixed Costs
-Rents and rates
-Administrative costs
-Salaries.
- Implications of Variable Costs
-Production
-Distribution
-Discounts
-Commissions
-Advertising spend
-Sales promotion
- Earning Profits
-Limiting costs
-Gross margin
-Trade margins for channel partners
-Profit margin
- Field Competitive Challenges
-Price competition
-Non-price competition
- Business growth
- Social Media Marketing.
DAY TWO
Sales Operations Responsibilities for Distribution
- Distributors profiling
- Distributors service level management
- Active vs Inactive distributors
Customers Database Management
- Distributor assessments and selection
- Distributors' contract renewal
- Distributors' regular Statements of Account
- Rebates management
- Distribution and Retail Infrastructure management
- Issues resolution arising from distribution/delivery
DAY THREE
Field Force Tracking and Management
- Field sales routes potential, strategy and tracking
- Field-force expenses
- Sales vehicles management and tracking
-Maintenance and fuel controls
- Sales Promotions infrastructure
Collation of Sales Reports
- Invoices
- Daily monitoring of sales trends
- Sales reconciliation
- Field performance reports
Revenue Integrity Analysis
- Daily Sales cash inflows
- Daily Credit sales
- Credit Notes and Chargebacks
- Prevention of losses
Sales Negotiation Skills
- Rules of Commercial Negotiation
- No negotiation when selling is unsure
- Increase the level of customer needs first
- Concession strategies.
- Common Negotiation Tactics
- Bogey
- Good guy, Bad guy
- Nibbling
- Crunch.