Course details
The pace of the Sales professional is fast and demanding. The rewards are high and the potential to increase earnings, social status and career prospects is without limit. Increasing competition creates a climate where only the most dedicated and professional sales people will excel.This programme takes experienced sales managers to the next level and maximizes sales force performance.
On successful completion of the course participants will be able to:
- Assess your knowledge and skills and plan to develop them.
- Prepare job descriptions and person profiles for selling roles.
- Carry out recruitment interviews and administer the recruitment process.
- Conduct effective field assessments.
- Carry out appraisal interviews.
- Plan the activities of your team to make best use of available selling time and maximise effectiveness in face-to-face selling.
- Plan and run effective sales meetings.
Overview
- The future of roles of Sales, Marketing and Customer Service.
- Step by Step development of Sales Strategy
- The Sales Management Role
- Sales Force Design
- Targeting segments through differentiation of Customer Approach.
- The major challenges sales organization expect in the next 10 years
- Training, coaching and skills development
- Designing Metrics Dashboard for the Sales Organization
- How the past and future challenges affect the selling process.
- The Value Proposition
- Sales force motivation
- Individual appraisal process
- Sales force types, roles and pace of the Sales professional is fast and demanding. The rewards are high and the potential to increase earnings, social status and career prospects is without limit. Increasing competition creates a climate where only the most dedicated and professional sales people will excel.
This programme takes experienced sales managers to the next level and maximizes sales force performance.
On successful completion of the course participants will be able to: - Assess your knowledge and skills and plan to develop them.
- Prepare job descriptions and person profiles for selling roles.
- Carry out recruitment interviews and administer the recruitment process.
- Conduct effective field assessments.
- Carry out appraisal interviews.
- Plan the activities of your team to make best use of available selling time and maximise effectiveness in face-to-face selling.
- Plan and run effective sales meetings.
- Course Content
Overview - The future of roles of Sales, Marketing and Customer Service.
- Step by Step development of Sales Strategy
- The Sales Management Role
- Sales Force Design
- Targeting segments through differentiation of Customer Approach.
- The major challenges sales organization expect in the next 10 years
- Training, coaching and skills development
- Designing Metrics Dashboard for the Sales Organization
- How the past and future challenges affect the selling process.
- The Value Proposition
- Sales force motivation
- Individual appraisal process
- Sales force types, roles and activities.
Eligibility / Requirements
This course is designed for the people in a Supervisory or managerial role, responsible for or looking to more info, management of a team focused on revenue generation and sales.
The coupe is designed to build upon an existing knowledge of the sales process, so experience and understanding of this areas of business is needed, along with a reasonable comprehension of wider business objectives.
Job roles this course is suitable for:
Sales Manager , Senior CRM Application Consultant , Services Sales ManagerAbout ISM Training
ISM Offers training courses guaranteed to improve performance.
We are providers of proven strategies that radically increase workplace performance. We were established in the UAE in 1998 with a history in the region dating back to the early 70's.Our knowledge of the market is unsurpassed. Our UK based instructors have vast regional and global experience with on average 25+ years corporate experience at the highest levels.
We represent quality UK sales and marketing organisations and utilise the 'best of the best' trainers from organisations such as The Chartered Institute of Marketing, which is why our courses come so highly recommended by everyone who attends one.
The Institute of Sales & Marketing makes selling an accurately defined science. We focus wholeheartedly on selling and the motivation of buyers. Based on sound principles and the real life experiences of course directors who practice in thriving businesses on a day-to-day basis, our courses are the most dynamic and instructive available as we constantly update our content from around the world. ISM offers highly interactive and successful public courses and can also create bespoke in-house courses to meet your company needs.
Our philosophy is very simple; we take the finest course content from around the world and couple that together with the highest quality instructors available to create training courses that are head and shoulders above the rest.
ISM's commitment to best practice extends beyond the classroom and our blog, twitter and Facebook sites will add to your networking and development throughout your professional careers. We encourage you to visit these and get involved. We are also a membership body and now have over 300 individual and corporate members and encourage those involved in the Sales/Marketing Profession that wish to enhance their professional skills and credibility to apply.
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