Course description
Certificate in Advanced Sales Management
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 powerful 3-day advanced programme takes experienced sales managers to the next level and maximizes sales force performance. This programme is designed for those who have at least two years of professional selling experience, and who want to increase their skill levels. This Advanced Selling Skills course covers several key topics
- Including effective prospecting
- Presenting to potential clients
- Sales forecasting
- Account management
- Customer relationship management, etc.
It will assist every professional salesperson to become more proficient in increasing their sales – and with a better overall margin. The course offers real-world sales solutions, which have been successfully used by top salespeople. At the end of the programme, participants will feel more confident in their sales ability, be more energized with increased motivation, and most importantly, have gained a new sales momentum.
This course is also offered in-house training and as distance learning.
Who should attend?
Who Should Attend
The Advanced Sale Management Program is recommended for:
- Sales Directors
- Sales Managers
- Senior Sales Executives
- Key Account Managers
- Business Development Professionals
Prerequisites
None
Training content
DAY 1
New Sales Strategy & Tools, the Rise of the Modern Customer
- Introduction to powerful advanced selling
- The new qualities of a professional salesperson in the digital economy
- Tows analysis: the key areas a top salesperson needs to constantly review
- Selling, negotiating, and marketing: the differences between them
- Sales analysis and planning strategies
- Understanding the components of a successful sale
- Understanding ‘how’ people buy and ‘why’ they buy
- Consultative selling
- The new buying and selling cycle
- Knowing your customers
- The customer / buyer meeting
- The future of roles of sales, marketing and customer service.
- 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
DAY 2
Advanced Customer Sales Management & Value Based Selling
- Building the Value Proposition
- Multifunctional Selling
- Digital Account Management - The Proposal
- Sales Presentations
- Preparation
- Making A Presentation
- Identifying Buying Signals
- Closing the Sale
- Maintaining Key Accounts
- Knowing Your Customers
- Understanding Needs And Expectations
- A Hierarchy Of Client Needs
- Customer Relationship Management
- Follow-Up And Follow Through
- Understanding Behavioural Styles When Selling
- Keeping Yourself And Others Motivated
DAY 3
Developing the Competitive Sales Management Function for the Digital Economy
- Step by Step development of the Sales Strategy
- The New Sales Management Role
- Contemporary Sales Force Design
- 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 sales assessments.
- Plan the activities of your team to make best use of available selling time and maximize effectiveness in face-to-face selling.
- Carry out sales appraisal interviews.
- Sales force motivation
- Individual appraisal process
- Plan and run effective sales meetings.
- Sales force types, roles and pace of the sales professional
Certification / Credits
Learning Outcomes
- To examine the new buying and selling cycle
- To understand the importance of sales forecasting
- To learn how to maintain self-motivation and momentum when ‘the going gets tough’
- Exposure to several new ideas to help you generate higher sales revenues
- A clear understanding of how to manage all your accounts effectively
- Proven techniques and systems for better sales retention and growth
- Ways to stay motivated and maintain your sales momentum
- Improved relationship skills which will help you with your customer relationship management
- Assess your knowledge and skills and plan to develop them.
- Prepare job descriptions and person profiles for selling roles.
- Conduct effective field assessments and customer sales heat mapping.
- Plan the activities of your team to make best use of available selling time and maximize effectiveness in face-to-face selling.
- Plan and run effective sales meetings.
5 Key Take Always
- To carry out a TOWS analysis in eight key areas to help you be a better salesperson in your current sales environment
- To understand how to develop stronger value relationships with customers, that will produce higher sales revenues
- To know how to effectively manage your key accounts and maximize sales
- To be able to powerfully present your sales message & value proposition to customers
- To learn how to find new customers and retain them
Why choose Leoron?
LEORON has worked with some of the largest companies in the World - but importantly we care about the individual. Through our Customer Happiness Team we ensure that everyone who attends a LEORON course has the support before, during and after to ensure their training needs are met.
We offer the highest level of training delivery, whether that be in our live-virtual training or in-classroom sessions, with our expert instructors guiding you through everything so that you’re left feeling assured and confident to utilize your new knowledge going forward.
About Leoron
LEORON Professional Development Institute
LEORON is the fastest growing global training institute in the World, having evolved over the past 11 years into a dominant training institute that offers a comprehensive set of training and development solutions to both individuals and businesses. Our locations...
