Improving Sales Performance
5
This practical and interactive course will focus on: • Building a compelling vision and sales culture (B2B, direct or retail) • Recruiting and training a sales team and developing strong, flexible, skillful sales leadership • Building a strategic sales plan and setting objectives that connect vision to action • Appraising performance and successfully motivating a sales team • Developing robust sales coaching (and feedback) skills and processes • Rewarding the right behaviours through incentive schemes and communicating positively with your sales organisation • Structuring and delivering powerful sales team meetings • Effectively managing your sales team and managing territories and remote staff • Creating customer loyalty and developing and implementing your desired customer experience • Managing change successfully to integrate your action plans from this course Totally revised course to help you excel in your role! Organised By: Official Regional Recruitment Partner Supported by: Who Should Attend? This course is designed to benefit professionals in the following job functions: Business development, sales, brand management, marketing, corporate communications, public relations, media, advertising and promotions, marketing and project management. However, Improving Sales Performance will also benefit Company Directors and General Managers who want to gain a better understanding of how to improve the sales performance within their own organisation. www.iirme.com/salesmgmt Improving Sales Performance By Implementing Effective Sales Management Best Practice 18 – 22 January 2009 Madinat Jumeirah (Convention Centre), Dubai, UAE
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Transcript of Improving Sales Performance
This practical and interactive course will focus on:
• Buildingacompellingvisionandsales
culture(B2B,directorretail)
• Recruitingandtrainingasalesteamand
developingstrong,flexible,skillfulsales
leadership
• Buildingastrategicsalesplanandsetting
objectivesthatconnectvisiontoaction
• Appraisingperformanceandsuccessfully
motivatingasalesteam
• Developingrobustsalescoaching(andfeedback)
skillsandprocesses
• Rewardingtherightbehavioursthroughincentive
schemesandcommunicatingpositivelywithyour
salesorganisation
• Structuringanddeliveringpowerfulsalesteam
meetings
• Effectivelymanagingyoursalesteamandmanaging
territoriesandremotestaff
• Creatingcustomerloyaltyanddevelopingand
implementingyourdesiredcustomerexperience
• Managingchangesuccessfullytointegrateyouraction
plansfromthiscourse
Totally revised course to help you excel in your role!
OrganisedBy:
Official Regional Recruitment Partner
Supportedby:
Who Should Attend?
Thiscourseisdesignedtobenefitprofessionalsinthe
followingjobfunctions:Businessdevelopment,sales,
brandmanagement,marketing,corporate
communications,publicrelations,media,
advertisingandpromotions,marketingand
projectmanagement.
However, Improving Sales Performancewill
alsobenefitCompanyDirectorsandGeneral
Managerswhowanttogainabetter
understandingofhowtoimprovethesales
performancewithintheirownorganisation.
www.iirme.com/salesmgmt
Improving Sales Performance
By Implementing Effective Sales Management Best Practice
18 – 22 January 2009Madinat Jumeirah (Convention Centre), Dubai, UAE
DearSalesProfessional,
Salestechniquesandstrategieshaveconstantlybeenunderreviewinbusinesswithopinionsofthemosteffectivemethodvaryinggreatly.However,manytechniquesinsaleshavebeenagreedonacrosstheboardassuccessfulandnecessaryifoneisgoingtobeeffectiveinacompetitivemarket.
Inthiscourse,youwilllearnboththeseproventechniquesandnew,cuttingedgestrategiesbroughttoyouinarefreshing,interactivecourseformat.
“Sales are contingent upon the attitude of the salesman, not the attitude of the prospect.”
- William Clement Stone
Asorganisationstodaycontinuallyseekimprovedcustomerrelationships,higherprofitsandrevenuegrowth,yourmanagerialroleisthatofaneffectivesalesprofessional,abrandrepresentative,anexcellentcommunicator,ahumancapitalmanagerandatthesametime,someonewhoisabletodeliveroutstandingsalesfigurestomaximisethebottomline!
Byattendingthiscourse,youwilllearnto: • Developastrategicsalesorganisation • Recruittheteamandtrainthemforsuccess • Discoverpersonalmanagement • Retainthecustomer • Entertheneweconomy • Andmuchmore…
IIR’sImproving Sales Performanceisbasedonbestpracticeprinciplesofsalesmanagement.Thiscourseisuniquebecauseitmovesawayfromtheconventionalvaluesinsalesmanagementtechniquestostrategicandorganisationalcompetencieswhichmaximisesalesmanagementperformance.
Don’tmissthisopportunitytotakeyourselfandyourteamtothenextlevelofprofessionalselling!
Yourssincerely,
KeithParkerConferenceManager
P.S. Bookbefore19October2008andsave US$200!P.P.S. Bringmoreofyoursalesteamintothe advancedsellingmixandbenefitfrom extensivegroupdiscounts!Seebackpage fordetails.
About Your Expert Course LeaderJerry Brown isaManagementDevelopmentConsultantwithPetersManagementConsultancy(PMC)basedintheUK.His25yearcareerinbothretailanddirectsalesmanagementwithseveralbluechipBritishcompanieshasgivenhimunrivalledexpertiseintheseareas.
JerryjoinedPMCin1997andisanintegralpartoftheirtraininganddevelopmentteamwithspecificresponsibilityforseniormanagementdevelopmentandtherecruitmentofsalesmanagersanddirectors.
JerryBrownhasextensiveMiddleEastexperiencehavingtrainedGulfNationalsintheUAEandSaudiArabiaintherecentpastandunderstandstheculturalframeworkinwhichpeopleworkintheGulftomaximisethesalesfunction.
JerryisanExecutiveCoachtochiefexecutiveofficersandmanagementinadditiontodeliveringretailandsalesmanagementtrainingcourses.
Tel: 971-4-3352437 Fax: 971-4-3352438 Web: www.iirme.com/salesmgmt
BC2784 Strategic Quality Management And Business Performance 2–6November2008 www.iirme.com/sqm
BC2780 Customer-Driven Selling Skills 16–20November2008 www.iirme.com/sellingskills
BC2722 Certified Customer Service Manager 15–19February2009 www.iirme.com/csm2
Forthcoming Relevant Events
For more information on any of the above events please contact us on Tel: 971-4-3352483 or email: [email protected]
Hear What Past Delegates Have Said About IIR’s Improving Sales Performance Course
“Puts things in perspective throughout the sales process”
Khaled El Sadek, Sales DirectorPalm Hills Development Co., Egypt
“Excellent communication and presentation”Hend Abdulrazak, Manager, Sales
Emaar Properties PJSC., UAE
“Fantastic!”Omar El Dewey, Sales ManagerSodic Property Services, Egypt
Tel: 971-4-3352437 Fax: 971-4-3352438 Email: [email protected] Web: www.iirme.com/salesmgmt
Day One – Sunday, 18 January 2009
Developing A Strategic Sales Organisation
Organising Your Sales Force – Roles And Responsibilities• Keysalesfunctionalactivities• Classicsalespositionsandfunctions• Keysalesmanagementqualities• Thepowerofvision–casestudies• Whatmakescompellingvision?• Thestrategicplanningprocess• Theelementscontainedintheprocess• Missionstatements• Valuestatementsandtheirpotentialforempoweringthe salesteam• Cascademethodologies–gettingthevisionouttothe salesteam–casestudy
Sales Structures And Organisation• Planningandpreparingthesalesorganisation• Thecharacteristicsofgreatsalesleaders• Selfassessmentexercise• Analysingyourcurrentsalesforce• Developingtheareasofmajorfocusforyoursalesteam toachievesuccess• Developingthesalesstructure• Evolvingsalesculture• Thecorecomponentsofexcellentsalesculture• Whatcan‘derail’salesculture?• Casestudiesoforganisationswithsuccessfulvisionsand cultures
Day Two – Monday, 19 January 2009
Recruiting The Team And Training Them For Success
Recruitment And Selection• Overviewoftherecruitmentprocess• Howtoidentifysalesqualitiesandskills• Jobdescriptionsandpersonalspecifications• Sourcingpotentialapplicantsforsalespositions• Screeningtheinitialapplicants• Structuringandconductinginterviews
Improving Sales Performance 18 – 22 January 2009
Course Timings: Registration will take place at 08:00 on the first morning. The course will commence at 08:30 promptly each day. Refreshments will be served at approx 10:30 and 12:30. Luncheon will be served at 14:30 following close of day.
• Thesalesinterviewframework• Short-listingcandidates• Makingthefinalselection• Planningtheinductionofanewrecruit
Basic Sales Training• Theroleoftraininginthesalesforce• Fundamentalcontentforsalestraining• Developingabasicprogramme• Conductinggrouptrainingsessions• Varietyineffectivetraining• Training“horsesforcourses”
Field Sales Training• Thenatureandpurposeoffieldtraining• Assessingtrainingneeds• Thebasicstagesoftraining• Thetrainingaudit• Thepracticalitiesoffieldtraining
Day Three – Tuesday, 20 January 2009
Personal Management
Developing Skilful Performance Coaches• Understandingthefundamentalprinciplesof performancecoaching• Thecoachingprocess• Coachingthesalesprocess• Diagnosingskillsgaps• Coachingcontracts• Givingfeedback–theAccordmodel• Trackingprogressandrecords• Consultativeplanning–skillspractice• Sustainingthecoachingculture
Motivational Sales Management• Whatismotivation?• Whydosalespeopleneedmotivating?• Lookingatmotivationalfactors• Inspiringpracticalmotivation• Thejoinandconsultmanagementapproach
Motivating Through Rewards And Incentives• Whatarethekeyoptionsandwhichwouldbemost appropriate?• Developingandimplementingmotivationalrewards• Thekeyprinciplesofincentiveschemes• Justifyingyourincentivescheme
Providing Appraisals For Motivation, Training And Discipline• Whatistheobjectiveofappraisals?• Whatdoyoumeasureandevaluate?• Whatarethesourcesforappraisalcriteria?• Developinganeffectiveappraisalsystem• Howtooperateanappraisalsystem• Managingtheresults
Sales Communication• Thebenefitofeffectivecommunications• Whattoolscanbeused?• Thefuturetrendsofsalescommunications
Successful Sales Meetings• Organisingandrunningsuccessfulsalesmeetings• Makingsalesmeetingpresentations• Brainstormingprocedures–when,howandwhy?
Day Four – Wednesday, 21 January 2009
Retaining The Customer
Developing Lifetime Customer Loyalty• Excellenceinsalesprocesscommunication• Fundamentalprinciplesofcommunication• Theessentialsofrapport• Therealsalesprocess• Sensesandcommunication• Yourcommunicationprofile• Thehumanelementinthesale• Thebuyersperspectives• Skillspracticeusingthemethodology
Measuring Sales Performance• Whatinformationisandisn’tusefulforsalesteams?• TheMI• Assessingasalesteam–casestudy• Feedbackandcoachingstrategiestodevelopthissales team• Managingsalesmanagers’time• Modelmonthsapproach
Day Five – Thursday, 22 January 2009
The New Economy
Creating A Unique Customer Experience• Casestudyfilmofoutstandingcustomerservice experience• Thenextstageofeconomicvalue• Creatingandimplementingyouridealcustomer experience• Howtheexperiencedrivesprofit• Howtobuildonyourdesiredcustomerexperience• People,place,propositionanddelivery• Thecustomerjourney• Thepsychologyofyourcustomers• Bringingitalltogether
Key Account Management• Anintroductiontokeyaccountmanagement• Developingkeyaccountprofiles• Gettingtoknowallofthebuyers• Relationshipbuildingwithkeyaccounts• Keyaccountpenetrationanddevelopment• Brick-wallingstrategies• Managingkeyaccounts• Settingkeyaccountsalesobjectives
Your Transformational Plan Of Action!• Creatingyouractionplanfromthefivedays• Understandingtheimpactofchange,bothemotionally andpracticallyontheteam• Planningtheintegration• Communicatingyourplanandgettingbuy-in• Coursesummaryandclose
Tel: 971-4-3352437 Fax: 971-4-3352438 Email: [email protected] Web: www.iirme.com/salesmgmt
Company:.......................................................................................................................................................................................................................................................................................
Address(ifdifferentfromlabelabove):............................................................................................................................................................................................................................................
..............................................................................................................................Postcode:..................................................Country:.......................................................................................
Tel:.........................................................Fax:.....................................................
No.ofemployeesonyoursite:
0-49 50-249 250-499 500-999 1000+
Natureofyourcompany’sbusiness:.................................................................................................................................................................................................................................................
FIVE EASY WAYS TO [email protected]
www.iirme.com/salesmgmt
IIR Holdings Ltd.POBox21743,Dubai,UAE
GCS/IIR Holdings Ltd.POBox13977,Muharraq,KingdomofBahrain
Improving Sales Performance ISO 9001:2000
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PaymentsAconfirmationletterandinvoicewillbesentuponreceiptofyourregistration.Please note that full payment must be made upon receipt of the invoice and prior to the event.Onlythosedelegateswhosefeeshavebeenpaidinfullwillbeadmittedtotheevent.YoucanpaybycompanychequesorbankersdraftinDirhamsorUS$.PleasenotethatallUS$chequesanddraftsshouldbedrawnonaNewYorkbankandanextraamountofUS$6perpaymentshouldbeaddedtocoverbankclearingcharges.AllpaymentsshouldbemadeinfavourofIIRHoldingsLtd.
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CancellationIfyouareunabletoattend,asubstitutedelegatewillbewelcomeinyourplace.Ifthisisnotsuitable,aUS$200servicechargewillbepayable.Registrationscancelledlessthansevendaysbeforetheeventmustbepaidinfull.
Avoid Visa Delays – Book nowDelegatesrequiringvisasshouldcontactthehoteltheywishtostayatdirectly,assoonaspossible.Visasfornon-GCCnationalsmaytakeseveralweekstoprocess.Duetounforeseencircumstances,theprogrammemaychangeandIIRreservestherighttoalterthevenueand/orspeakers.
©COPYRIGHTI.I.R.HOLDINGSB.V.
18 – 22 January 2009 • Madinat Jumeirah (Convention Centre), Dubai, UAE
SALESIK PG K300
Event Dates Price before Price between Price after 2 november 2008 2 and 23 november 2008 23 november 2008
Improving Sales Performance 18–22January2009 US$3,795 US$4,095 US$4,295 (Save US$ 500) (Save US$ 200)
Event VenueMadinat Jumeirah (Convention Centre) Dubai, UAETel: 971-4-3668888
Accommodation DetailsWehighlyrecommendyousecureyourroomreservationattheearliesttoavoidlastminuteinconvenience.YoucancontacttheIIRHospitalityDeskforassistanceon:Tel: 971-4-4072693Fax: 971-4-4072517Email: [email protected]
Coursefeesincludedocumentation,luncheonandrefreshments.DelegateswhoattendallsessionswillreceiveaCertificateofAttendance.
If you have eight or more delegates who need this training, contact IIR In-House on 971-4-3352439 or [email protected]
For further information and Group Discounts contact971-4-3352483 or email: [email protected]
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