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Productivity for Sales and Marketing Managers Training

By: LCL Coaches Consultants  

Lagos State, Nigeria

22 - 26 Nov, 2021  5 days

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NGN 157,500

Venue: Interactive Online Live / On-Site Live in Lagos

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
Interactive Online Live / On-Site Live in Lagos Nov 22 - 26 Nov, 2021
NGN 157,500.00
(Convert Currency)

Mr Olusina Lajorin 08033241313, 09026713101

Group discount apply
Executive Coach Olusina Lajorin

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