dee


ALTIUS
Training & Development
......The pursuit of excellence through behavioural change.......

 

 

 

 

OVERVIEW

 

 The following suite of seven Programmes has been designed to develop your Sales Team in a much more cohesive way, helping  them be more effective  both at  'C' level contact  (CEO, CFO etc ) , and  a wide range of influencers within the Decision Making Unit.

 They specifically answer the important  questions of face to face effectiveness, key account management, leadership and performance.   From the Organisation's point of view , retention  and development of  key sales personnel is an extremely wise investment  having a  positive effect on the bottom line,  and ongoing training  delivers an  invaluable contribution to motivation   and personal effectiveness .

All Programmes are two days......

 

 PROFESSIONAL SELLING SKILLS

 KEY ACCOUNT MANAGEMENT   

SALES MANAGEMENT LEADING THE TEAM

EFFECTIVE NEGOTIATION SKILLS

SUCCESSFUL PRESENTATIONS

MARKETING & BUSINESS STRATEGY

PERFORMANCE MANAGEMENT

 

..........Please scroll down to see more details, including Programme highlights and target audience...........

 

 

PROFESSIONAL SELLING SKILLS

OVERVIEW

Higher complexity and transaction values plus an increase in competition, the impact of technology, and increasing client demands, all indicate the need for a highly professional sales team. This requires a structured ongoing approach to both skills and knowledge.

BENEFITS

The Organisation benefits by developing closer client relationships, increasing  loyalty and   repeat business, plus  product or service improvement . Clients benefit by having a 'consultative partnership' with an individual they can trust, who understands both their immediate and future needs, and who recognises the importance of  return on investment from their point of view. Delegates benefit from having a highly structured and focussed framework to help them retain and develop current accounts and future prospects.

PROGRAMME HIGHLIGHTS

Examining the Sales function - change, accountability, effective management

Personal Credibility - how to achieve, maintain, and develop

Business Qualifiers, valid business reasons, approaching the Client

Sales objectives and Client Perspectives - identifying the difference

Introduction to the eight part CICPRODE unique sales method

Effective communication, power questions, rapport, argument dilution

Problem evaluation, assessment, resolution, mistakes to avoid

Overcoming obstacles and objections, major vs info seeking, price as a smokescreen

Decision Making Units, patrons, champions, potentials ......lead times, fluid responsibilities

Total Value Analysis, reinforcement and Business Planner presentation

TARGET AUDIENCE

Newly appointed sales professionals, sales team members who want to upgrade their skills, or sales managers who want to develop their teams

 

KEY ACCOUNT MANAGEMENT

OVERVIEW

Product knowledge is a given for successful sales professionals, but Key Account Managers need a deep understanding of both their Clients and the business their Clients operate in, if they are to give recognisable added value and build long term, profitable, business. KAM is a process which complements good selling skills, and protects one of the most valuable assets an organisation has, by using a structured format and approach which is consistent, manageable, and repeatable.

PROGRAMME FORMAT & BENEFITS

Delegates bring details of a selected Account they wish to develop, using our unique twelve part Key Account Strategic Planner (KASP). During  the two day Programme this process creates a much wider, deeper, understanding of Client concerns, vision, and perception, and is of immediate practical use as a discussion tool and document to help build long term, profitable relationships. 

PROGRAMME HIGHLIGHTS

The profile of a Key Account, qualities, roles & responsibilities

Client perspective, company viewpoint, the three main objectives for data

The five elements of the Credibility Staircase

Competitor analysis, major areas of impact and improvement

Client business drivers, change, opportunity, PEST & SWOT analysis

Research, time investment, risk assessment

Commonality of language, productive internal discussions

Line manager engagement in client development, and coaching

The 12 part Key Account Strategic Planner, presentation of findings

TARGET AUDIENCE

Both new and established Key Account Managers, who wish to improve their approach - especially  with a specific account they want to develop, plus sales professionals, sales managers, or  line managers who would benefit from a more commercial involvement.

 

 

SALES MANAGEMENT LEADING THE TEAM

OVERVIEW

Individual excellence is important, but it is not always reliable, and in the final analysis a sales team is only as good as its leader. Not everyone is a born leader, but the main elements can definitely be learnt, and it s certainly in the interests of the Organisation to ensure their key people acquire these important skills.

PROGRAMME BENEFITS

The Organisation benefits from having a more cohesive sales team, where problems are identified before they cause serious damage, and where there is a commonality of both language and purpose. Delegates benefit by improving their skills and knowledge in several key areas eg Leadership, Motivation, Communication, enabling their teams to grow and develop performance and individual potential.

PROGRAMME HIGHLIGHTS

Function of the Sales Manager - responsibilities, career progression

Learning Styles and impact on individual team members

Four essential elements of Leadership, in particular how to lead from the front

The recruitment & selection process, inductions, and expectations

Effective Motivation, meetings, and performance reviews

Influence & Persuasion, performance improvement, ongoing coaching

Time efficiency, preparation, focussed research

Organisational objectives, 'macro' issues, focussing effort

TARGET AUDIENCE

Senior sales professionals, newly appointed sales managers, or divisional managers who need to be more aware of the sales management process

 

EFFECTIVE NEGOTIATION SKILLS

OVERVIEW

Unsuccessful negotiations can be very costly to organisations in terms of customer relationships, productivity, and indeed hard cash. It is very much in their interest to ensure this does not occur, by equipping their Sales Team with the appropriate skills and knowledge they need.

PROGRAMME BENEFITS

Clients appreciate a professional response when there is need for negotiation - which can occur at several points on the sales cycle. By approaching the process with a win/win objective, good relationships are reinforced, making ongoing business more secure. Delegates acquire a structured method to the procedure, building confidence and reinforcing a successful outcome.

PROGRAMME HIGHLIGHTS

Defining the process - points of occurrence in the Sales Cycle

Preparation, research, objectives, defining parameters

Understanding how language, behaviour, and attitude can be a barrier

Personal negotiation styles, approach, and improvement

Rapport, win/win, hidden agenda, blame cultures

Value analysis - interests, options, success criteria, best alternatives (BATNA)

Power of language and semantics - verbal and non verbal

Overcoming deadlock, risk, escalation, change and refocus

TARGET AUDIENCE

Sales professionals, key account managers, senior, divisional, and line managers, who may have to cope with a wide range of Client issues.

 

SUCCESSFUL PRESENTATIONS

OVERVIEW

Sales professionals are increasingly required to deliver presentations , and the success or otherwise of these can have a definite impact on an organisation's reputation and business success.

PROGRAMME FORMAT & BENEFITS

  Delegates prepare the outline of a presentation, with a view to this being developed.  Good presentations can have an immediate positive effect on both current and potential Clients. They give the Client an opportunity to ask questions, understand the organisation more clearly, and increase their confidence in the product or service offer. Delegates' confidence is also increased as they learn to tackle difficult questions, reinforce the full value of their offer, and identify a strategic fit with Client need.

PROGRAMME HIGHLIGHTS

Planning, preparation, and research - understanding the basics

Overcoming anxiety by focussed rehearsal

Creating rapport, and coping with difficult questions

The importance of body language, and the power of the voice

Using benefits relevant to your audience

Developing topic links, and creating a smooth flow

Clarifying understanding and commitment - effective summary, and closing

TARGET AUDIENCE

All Sales personnel and line or divisional  managers, plus  anyone within the organisation who is Client facing, and is likely to have to make frequent or one off presentations

 

MARKETING AND BUSINESS STRATEGY

OVERVIEW

Understanding the 'shape' of a business sector or organisation, can have a significant effect on the efficiency and productivity of sales personnel. Marketing comprises a deep appreciation of how a product or service is produced , maintained, and developed. It is both creative and highly forensic, and is a prime business success driver.

PROGRAMME BENEFITS

By understanding a bigger, wider, 'Macro' picture, key sales personnel are better able to engage senior influencers in Client organisations in meaningful conversations, helping reinforce relationships, and reflecting positively on both the individual and the company. Additionally the skills and knowledge acquired help identify potential future product development areas, and encourages productive internal dialogue.

PROGRAMME HIGHLIGHTS

Corporate image and Client perception

Competitor analysis and best practice benchmarking

Supply chain logistics, control and monitoring

Cost, profit, quantity vs quality

Market share, distribution. segmentation, forecasting

The Marketing Mix  (5P's), brand management

Advertising, promotion, product development, reworking

Macro and Micro forces  and how to cope with both - PEST analysis

Creating and presenting the Strategic Business and Marketing Plan

TARGET AUDIENCE

All sales personnel, key account managers, internal product development managers and line managers,  who would like to develop a more focussed approach to service or product development and promotion.

 

EFFECTIVE PERFORMANCE MANAGEMENT

OVERVIEW

The annual appraisal should ideally be the result of a series of informal meetings during the year, which offer the opportunity of reviewing performance in the light of changing business needs.

PROGRAMME BENEFITS

Good salespeople are by definition often highly independent, and can therefore be a challenge to manage. However, a structured framework for this benefits both the individual and their  sales manager, and helps create a strong cohesive approach to organisational targets. 

PROGRAMME HIGHLIGHTS

Linking performance to overall business objectives

Motivating the sales team with positive feedback

Identifying specific performance issues, objectives, and timeframes

Agreed performance measurement and success criteria

Effective appraisals, evaluations, competency schematics

Performance Management Cycle and key performance indicators (KPI's)

Counselling, coaching, and joint responsibility for development

Delegation as a development method - barriers and benefits

TARGET AUDIENCE

Newly appointed sales managers, or line managers with performance responsibility within their teams 

 

 

 

 

 

 

 

 

 

 

 

 

 

 


 

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