With the rapid globalization and consequent stiffening of competition across all spheres of trade and commerce, life for sales people is increasingly becoming complex and difficult. In many cases, Heads of Sales at a particular phase of their career run out of ideas. As a way out, they resort to high pressure selling by flogging the front liners and the supervisors above them to meet their monthly target.
This reflects lack of a deep understanding of the customers and the market not only on the part of the Head of Sales and his / her team, also the whole organization with its other functions sticking to their individual specializations ignoring the necessity of going through the organization-wide sales learning curve. This leads to choosing the right sales force control options, matching the structure to business life cycle, ramping up sales learning curve, following the new science of sales force productivity, presentations having the effectiveness of Harry Potter’s Sorting Hat, developing the new role trained sellers and humanizing the entire organization as a cutting edge tool to win in the market place.
This workshop is wholly different as compared to sales training that we normally do. It requires the participants to be conversant with the fundamentals of today’s sales management and an extra bit of curiosity to see the same thing with a different lense. The training will try to demonstrate the latest in modern day sales management concepts which are woven around effective understanding of the market and customers. This will ultimately help us all to know what will fly and what will die in the end.
Workshop topics to be covered:
- Sales & Marketing – The Battle of Tactics & Strategy
- Sales Force Controls – The Misalignment
- Matching Sales Force Structure to Business Life Cycle
- Ramping Up Organizational Sales Learning Curve
- The New Science of Sales Force Productivity
- The Network Smart Sales Strategies
- Effective Pitching – Harry Potter’s Sorting Hat
- High & Low Pressure Selling – Conflict of Trick & Trade
- The New Role Trained Sellers
- Humanizing Sales Strategy