Sales Management Masterclass
LEORON Professional Development Institute
Course description
Sales Management Masterclass
The Quota® System provides tools/training that cover every aspect of sales development from: sales management coaching; sales conference delivery; reinforcement and follow-up; CRM tracking of sales metrics; and sales training. Quota® has combined a unique blend of over 30 years of research; practical experience and academic instruction to create an outstanding learning experience that, simply put, produces results!
Who should attend?
The course is suitable for sales personnel, account managers, sales managers.
Training content
DAY 1
SESSION 1
Partnership Selling:
- The Evolution of Selling
- The Sales Cycle
- Key Events of the Sales Cycle
- Securing a Next Key Event
- Portfolio Management Stage 1 - Prospecting
- Building a daily prospecting plan
- Introductory Script
SESSION 2
Stage 1 - Prospecting
- Getting Through ‘Gate Keepers’
- Leaving Messages
- Handling Prospecting Obstacles Stage 2 - Qualifying:
- Identifying High-Potential Prospects
- Sales Funnels
- B.P.O.U.T. Steps to Qualifying
- Writing Direct Mail
- Writing Target Letters
SESSION 3
Stage 3 - The Initial Meeting:
- Business development practices
- Meeting your client
- Confidence Builders
- Confidence Breakers
- 6 Steps to a Professional Greeting
- Individual Motivators
- Organization Motivators
SESSION 4
Stage 4 – Needs Analysis:
- Sales Communication Skills
- Features & Benefits
- Probing Techniques
- How to conduct a needs analysis SESSION 5 Stage 5 – Product/Service Demo:
- How to prepare a presentation
- The importance of Committee
- Interviewing before presenting
- I.B.O.A.T. presentation format
- Preparing a presentation agenda
DAY 2
SESSION 11
Sales Management Overview
SESSION 12
- Field Coaching Competencies
- Field Coaching Models
- Coach Communication Skills
- Coaching Delivery Process
- Managing Different Personalities
- Coach Reinforcement & Follow Up
SESSION 13
- Conducting Memorable Sales Meetings
- Sales Meeting Ground Rules
- Tips & Techniques
- 5-Step Sales Meeting Structure
- Follow Up memo/email
- How to add ‘Sizzle’!
- Sales Meeting Preparation Form
- Q’ube™ sales meeting game
SESSION 14
- Sales Performance Tracking (CRM)
- Review CRM tool
- Implementation Rules
- Inputs vs. Outputs
- Frontlog Management
- SCAR Analysis
- Tracking Levels
- Team Forecasting
Certification / Credits
Upon successful completion of this course, candidates will receive a Certificate of course completition by the CPSA Sales Institute.
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...
