A high-performing sales force is a major competitive advantage in a complex and changing economic environment.
The sales manager transforms the company's competitive strength into results, turnover, margins.
The course provides the tools and skills to manage the sales structure by engaging and motivating salespeople, to choose and apply strategy in line with business objectives, to be an inspiration in innovation and change processes, and to optimize the effectiveness of the sales force, from selecting salespeople to building the sales plan.
- Define the business plan and ensure its execution
- Deepen the use of activity analysis and control tools
- Optimize network productivity and sales profitability
- Deepen leadership techniques to consistently engage and motivate teams
- Sales directors and managers
- Directors and sales managers
Sales Management
- Areas of responsibility
- Focus on key activities
- Assess the impact on the team and other functions
- Budget and targets: volumes, margins and new customers
Business strategy: defining and sharing goals and guidelines
- Internal diagnosis: mapping the competitive starting situation
- Use the different segmentation criteria
- The competitive analysis
- Competitive analysis of the penetration/potential matrix
- Defining critical success factors
- Defining the value proposition
- Defining the Business Model
- Choose strategic guidelines and related short- and medium-term goals
- Apply strategic positioning by defining timelines and actions
- Making the business plan a central reference shared by the whole society
Translating strategy into business plan
- Formalizing the business strategy: preparing the business plan (CAP)
- The declination of the plan and sharing with business management employees
Structuring the business network
- Assess the structuring of the sales network: numerical, roles, internal-external balance, etc.
- Reference organization and management mechanisms: coverage of the territory, the
market, of customers, relations between field and site, etc.
- Incentive system as the key to overall results: complex quotas, quality goals, etc.
- Multichannel: advantages and limitations of different channels
- Advantages of using a CRM system
Managing the sales network: getting motivation and commitment
- Situational leadership
- The delegation
- Relational intelligence
- Techniques of persuasion and influence
- Goal setting and sharing
- Evaluate and monitor results
- How to provide feedback
- Leadership and participatory interviews
- Concepts of effective negotiation
- How to present your value proposition
Exercises
- Strategic business analysis
- Analysis of strengths and weaknesses
- S.W.O.T. and development strategies
- Defining the Business Model
- Techniques for monitoring sales force performance
- Communication skills
- Leadership skills
- Ability to delegate
- Defining and assigning motivating goals through interviewing techniques
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