Productivity for Sales and Marketing Managers Training

By the end of the training, participants will be able to :

• articlate the Challenges to Sales Productivity and Performance
• Identify Unproductive Behaviours and Activities that Inhibit Sales Performance and Productivity
• Reinforce Effective Sales Behaviours that Increase Sales Productivity and Performance
• Align Technology and Processes to Increase Sales Performance and Productivity
• Identify and Use Current Digital Technologies to Increase Sales and Productivity
• Pinpoint Performance Gaps and Develop Coaching Plans to Improve Sales Productivity and Performance
• Demonstrate traits of an excellent sales manager facing modern market challenges
• Design and deliver sales strategies, organize sales territories, and use different forecasting models to optimize sales results
• Appraise and train the sales team to generate increased sales and profits
• Conduct effective sales coaching and counseling sessions
• Use their leadership and team building abilities to improve sales and retain people
• Carry out productive sales performance reviews and use a wide array of sales performance evaluation models

Day One

 Behaviours, Habits and Challenges to Productivity

• Changes and Challenges that Impact Sales Performance and Productivity
• Dimensions of Superior Sales Performance in Current Business Environment
• Different Aspects of Sales Productivity that Impact Sales Performance
• 5 Critical Skills in a Shifting Business Landscape that Impact Sales Productivity
• Key Drivers for Sales Performance and Productivity
• Critical Factors to Consider in the Sales Improvement Process – Recognising Specific Causes
• Behaviours and Habits of Top Sales Professionals that Influence Performance and Productivity
• Managing Behaviours in the Performance Cycle – Avoiding Psychological Performance Traps

Day Two

Communicating an Effective Sales and Marketing Message

• Overcoming common Communication Barriers
• Listen while you Work
• Questioning Skills to uncover Customer Expectations
• Telephone Tips to improve Sales and Marketing Effectiveness
• Understanding Body Language Gestures   
• Identifying your Leadership and Communication Style

Sales performance management

• The critical importance of setting standards
• Types of standards
• Characteristics of an effective appraisal system
• Criteria for results based evaluations
• Qualitative and quantitative measures of performance
• Sales evaluation models

Day Three

Planning, strategy and organization

• Sales planning fundamentals
  • 'SWOT' analysis
  • Formulating sales strategies
  • Sales forecasting techniques
• Organizing the sales force
  • Structuring and deploying the sales force
  • Territory design, allocation, and management
  • The build-up and breakdown (territory design models)
  • Key account management: best practices
  • Account analysis methods 

Sales process management

• Identifying the components of the sales process
• A framework for change in the sales force

Day Four

• Auditing Sales Processes – Preventing Resources Drain and Increased Costs
• Maximise Selling Time – Activity Management vs. Time Management
• Critical Performance Measures that Companies Use to Assess Sales Productivity
• Establish, Manage and Measure KPI's that Drive Sales Success and Productivity
• Leveraging Technology and Social Media to Increase Sales Performance and Productivity
• Build Digital Relationship and Use Digital Technologies to Increase Sales and Productivity
• Benefits and Pitfalls of Using Social Networking as a Tool for Increasing Performance and Productivity
• Getting Sales People to Agree on Performance Changes – Coaching for Performance and Productivity

Sales management capstone competencies

• The recruitment of a sales force
  • Recruiting and staffing of a sales force
  • Determining the number of sales people (models)
• Training and coaching the sales force
  • Developing and conducting a sales training program
  • The field training process

Day Five

Team leadership and motivation

• The team development cycle
• Identifying team roles, strengths and weaknesses
• Coaching sales people for peak performance
• The sales coaching process
• Leadership principles and skills
• Situational leadership
• Motivation guidelines and principles
• The motivation mix