Strategic Sales Leadership training centre in Bangladesh

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Strategic Sales Leadership

  • Date : Friday, October 18, 2019
  • Duration : Day(9.30 am-5.30 pm)
  • No. of Classes/ Sessions : 1 Day
  • Class Schedule : Friday
  • Last Date of Registration : 17 October, 2019
  • Venue : Bdjobs Training, BDBL Building (Level 19), 12 Kawran Bazar C/A, Dhaka 1215.

Introduction

Successful leadership is not a question of how much you know, but rather how well you execute. The Strategic Sales Leadership (SSL) workshop is designed to transform sales managers into sales leaders, equipping participants with proven tools and methodologies for maximizing the potential of every person on their team. Participants learn how to motivate their team, create an environment for success, get the most out of individual and team temperaments and talent, manage performance and foster professional development among their staff.
The Strategic Sales Leadership (SSL) training program empowers sales managers with specific tools and processes to solve problems and eliminate barriers. Assess performance, diagnose performance problems, and choose the best options from your “developmental strategy toolkit” to address them.
This customized program provides step-by-step training to help leaders and managers implement their vision and achieve goals effectively.

Learning Objectives:

• Distinguish between sales force leadership, management, and supervision.
• Motivate the sales team and convert to ultimate revenue.
• Explain how the LMX model and leadership style approaches contribute to contemporary sales leadership.
• List of the six components of the sales leadership model.
• Discuss five bases of power that affect leadership.
• Explain five influential strategies used in leadership.
• Discuss issues related to coaching the sales force, holding integrative meetings, and practicing ethical management.
• Identify some of the problems encountered in leading and supervising a sales force.

Methodology

Applied sales approach, Power point presentation, Group exercise, interactive lecture, Discussion & Practical Session, roll playing, Q & A session.

Contents of Training:

Session: 1

• Who is leader?
• Sales Leadership, Sales Management, and Sales Supervision
• Contemporary Views of Sales Leadership
• Leadership Skills
• Principles of strategic sales leadership.
• Creating an Environment of Sales Success
• Communication Skills
• Influence Strategies
• Inspire Maximum Performance

Session: 2

• Assessing Performance Levels
• How LMX model contribute in sales leadership.
• Convert Problems to Opportunities
• Prescriptive and Actionable Feedback
• Leadership Through Results Planning
• Planning and Conducting
• Getting Out of Your Own Way - Behavior Styles and Management Styles
• Setting Goals, Priorities, Measurements and Expectations
• Integrative Meetings

Session: 3

• Approaches to Management Ethics
• Problems in Leadership
• Leadership Model for Sales Management
• Power and Leadership
• Situational Factors
• Managing the sales force
• Leading for the engagement and performance.
• Factors for effective coaching
• Needs and Wants of Salespeople
• How to measure sales force performance
• How to monitor sales force.

Session: 4

• Motivation style.
• Motivate the motivator
• Twelve traits of highly effective sales leaders.
• Adapting leadership and coaching to individual sales representatives’ styles, needs, and preferences
• Focusing on team behaviors that lead to business results
• Creating different ways of “winning”
• Building collaboration across functional groups
• Displaying unwavering energy and enthusiasm
• Capturing market share faster model.
• Impact effective sales leadership to sales volume.

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Mid-level sales professional, Sales team leader/coordinator, Manager on wards who are in leadership position in sales can participate. This course is also designed for sales professional who intends to be promoted to leadership position from entry level and desire to be enriched him/herself for leadership position can join. However, Entrepreneur and self-employed are especially encouraged to attend this session.
Arrangement for Certificate, lunch and two tea-break would be made by the Organizer during the workshop.

Resource Person

M Ekhtier Ahmed Evan

Sales Management Consultant, Founder and CEO of Center for Applied Sales and Market Research

M Ekhtier Ahmed Evan has distinctive solid experience on Sales and Marketing for last 15 years in leading Multinational and National companies. He served World’s No. 1 brand as well as world’s second largest bank. He has versatile experience on 360 degree sales & marketing arena.
Mr. Evan served as ‘Head of Sales – iPhone’ to Union Group (Exclusive Authorized Distributor of Apple in Bangladesh). He is the first Apple Business Manager in Bangladesh to drive iPhone and iPad business for Distributor. Mr. Evan has set up robust distribution and retail channel in the big towns. He designed and developed Corporate Sales Team and operators business for iPhone and iPad. He attended an extensive and exclusive training program on ‘Sales and Distribution’ arranged by Apple Singapore also trained on Apple Global Business Reporting System (AGBRS). He maintained liaison with Apple Singapore office.
After that Mr. Evan has served as Head of Business and General Manager of Lenovo smartphones and tab business to Smart Technologies (BD) Ltd. He performed as business key contact person and responsible to operate the whole business. Distribution sales channel across the country, B2B and alternative sales channel, e-commerce/online sales and strategic business relationship with chain shops has been developed under his supervision. He guided all sorts of marketing activities e.g. products’ pricing, package and incentives scheme for retailer and distributors as well as consumer, ATL and BTL communication, POS decoration designing, trade marketing materials, distributor and retailer meet and awarded to best one etc. He also maintained liaison with Lenovo principal office in Delhi.
Earlier Mr. Evan served Robi Axiata Ltd. in Business Sales and Service division. In Robi he played multiple job roll e.g. Kay Account Manager; Manager, Large Corporate; SME Business Manager. He had been awarded ‘Best SME Business Manager in Emerging Market’ 2014. He Explored corporate and SME sales in Dhaka, as well as other urban and rural areas during the long journey with Robi Axiata. Ltd.
Before that Mr. Evan served HSBC bank as Team Leader, Sales. He had been awarded ‘Live the HSBC Brand’2004. He also served UNDP’s UNEAS as an interpreter and protocol officer. Mr. Evan has conducted a market research on ‘Bangladesh Device Market and Industry’ for a leading telecom company.
Mr. Evan has root level sales experience after that his determination, dynamism and perseverance he successfully upgraded his career that leads him to become Business Head. In student life he did few sales works e.g. Sales Executive in Phillips Pavilion to Dhaka International Trade Fair; Sales Executive, Visa and Master card for Standard Chartered bank through Conquest; Telesales executive to Premier Resort Marketing (PRM) International etc.
Mr. Evan has completed MBA (Marketing) from University of Dhaka. He served American International University of Bangladesh (AIUB) as guest lecturer on ‘Strategic Sales & Marketing on Real Life Approach’ and guest speaker to Begum Rokeya University, Rangpur on ‘Career on Sales and Marketing’
Mr. Evan has conducted more than 500 training sessions which covered around 4,000 hours and 8,500 participants of Prominent Local and Multinational Companies. Apart from training, he serves as consultant to corporates e.g. corporate revamp and working process, business operation policy, company profile, product profile, company website etc.
He has attended Philip Kotler session in Dhaka. He is the founding Public Relation Secretary of Dhaka University MBA Association (DUMA). Mr. Evan was Joint Treasurer of Dhaka Dhanmondi Lions Club.

Applied sales approach, Power point presentation, Group exercise, interactive lecture, Discussion & Practical Session, roll playing, Q & A session.