For more information and registration:
Central Line - +919903720541
NR Performance EDGE Consultants Pvt. Ltd. CIN No :
U74140WB2005PTC104063
C/o M L Basu & Co
1, Lindsay Street, 1st Floor,
Kolkata -700087 Call: +919830504810
A-268
Unitech, South City - I
Gurgaon - 12200 Call: +9198711436352
LEADING THE SALES FORCE EFFECTIVELY
1 Day Workshop
Benefits of participating in this Workshop
This workshop is designed to equip you with desired tools to optimize your sales force
performance for competitive advantage.
Sales is the source of revenue for your organization. Your sales force is a growth engine for ensuring a regular, uninterrupted and growing flow of revenue. It also brings home critical market feedback. With fast changing competitive situation and disruptive role played by technology, This workshop will help you optimize the performance of your sales force by learning to cut costs while increasing sales.
Understand importance of sales territories and sales quota systems which if designed correctly will enhance the productivity of sales force, but can be disastrous if done without a good understanding of the concepts and reasons behind the same.
Discover how strategies like analysing your sales calls, realigning territories, reallocating
salesperson time or adjusting sales force size can transform performance, generating
maximum growth from your sales force.
Learn to fine tune organisational structures to motivate salespeople and distribution
channels to deliver outstanding results. It will train participants with ability to do
optimal Organizing and Staffing of the Sales force. Workshop will impart a thorough
understanding of types of sales organizational structures , determination of size of
sales force, key processes of planning, recruiting, selecting, hiring, socialization and
assimilation of sales force.
Some key elements that Participants will get exposed to will be :
New Buying Reality – how customers are changing the way they make
purchasing decisions.
Three emerging selling models ( transactional, consultative & enterprise) –
when each applies, and how to align sales force with right selling models.
Increasing use of Technology and Channels to increase business while
expanding Value to customers.
This Workshop will educate you to rethink and retool your sales force and selling
strategies by application of innovative and proven elements for winning in the new
marketplace. Learn to manage a dynamic sales force in the midst of increasing
product and market complexity.
Workshop Methodology:
This Workshop is highly interactive. Having trained large number of participants with
many years in his selling career, the Faculty has found out that level of unlearning old
methods and adopting new learnings is directly proportional to level of interactions
between faculty and participants and amongst participants as well.
Extensive use of Case discussions and Videos to increase absorption of new learnings
on a permanent basis.
Participants will be asked to correlate their past experiences of handling specific
customer situations with new techniques and principles discussed in Workshop.
Faculty has found out from experience that this increases absorption of new techniques
in your day to day working.
Role Plays will be facilitated to help get a flavor of playing out learned techniques in
real life situations and get practice in using these.
Participants should come prepared with a couple of real life situations to be discussed
in the group. Sharing of such situations has been found to be useful as learning tool.
Video clippings are one of most effective methods of imbibing new learnings, and
hence will be used extensively to make Workshop highly effective and productive.
Who should attend:
Leading The Sales Force Effectivelyis designed for managers having responsibility of
managing sales force and business development. This will also help those managers who will
shortly transition from Selling to managing the Sales Force.
Detailed Schedule of 1 Day Workshop
Introduction to Sales Management
What is Sales Management ?
Role and Skills of Sales Manager.
Types of Sales Managers and Sales Management Positions.
Changing Roles of Sales Force.
Linking Sales Force Management & Distribution Management.
Are things changing fast disrupting traditional methods of Sales Force
Management?
Sales Force Strategy – Classification of Accounts, Relationship strategy,
Selling methods, Channel strategy, all having a strong bearing on strategy
of sales force.
Types of Sales Forecasts, Approaches to Forecasting, Methods of sales
forecasts, improving forecasting accuracy.
Sales Budgets – Purposes, Methods and Processes.
Faculty will conduct ROLE PLAY session to impart effective learnings in this
area.
Management of Sales Territories & Sales Quotas
Why Sales Territories and Quotas.
How to design sales force Territories and how to Assign Sales People to
Territories to maximize Salerpersons’ effectiveness in a Territory
Routing, Call scheduling, Time management Tools for Sales force and Sales
Managers.
Methods of setting Sales Quotas and their Administration
Staffing of Sales Force – Specialization & Management
Types of Sales Organization Structures – Line vs Staff; Functional vs.
Horizontal
Faculty will facilitate a CASE DISCUSSION covering above points to help
participants imbibe new learnings.
Sales Force Motivation and Compensation
Training of Sales Force – Assessment of Needs, Design and execution n of sales training programme,
Reinforcing of sales training.
Motivating Sales Force. Relevance of Motivational theories, selecting lty will equip participants to become
Sales Compensation plans to effectively Lead the Sales Force.
Methods of Controlling Sales Force through Sales Intelligence System.
Expense Plans, Evaluating and Controlling Performance of Sales Force.
CASE STUDY
The New Selling: From Communicating Value to Creating Value
What is Sales Force For? Communicating Value to Customers.
The Value Communication Trap
The New Marketing Myopia. Beyond the Value Slogans.
How Value is Reshaping Purchasing Decisions.
What does the New Selling Look Like? The Three Emerging Selling
Modes. Supplier Segmentation Matrix. Breaking out of the Buying
Quadrants.
The New Transactional Selling. And The New Consultative Selling. The
Three Pillars of Consultative Selling. Hunters & Farmers – a very
useful Concept in Managing Sales Force.
Rethinking Sales Process and Rethinking Channels to Create Value.
CASE STUDY.
FACULTY
Mr. Mukesh Mathur, B.Tech (IIT Kanpur), PGDM (IIMC) has 36 years experience in Sales, Marketing and General Management with leading Indian Companies and MNC. His exposure includes Consumer Durables, Office Equipment, Building Materials, Software Sales & Marketing and Retail.
Mukesh spent 17 years in Godrej & Boyce, starting as Management Traineee, worked in various assignments and finally as Business Head of the Electronic Typewriter Business. He then worked as Executive Vice President and Head of Ceramic Tiles Business, Spartek Ceramics India Limited and as Whole-time Director and Head of Polaris Retail Infotech Limited where he was responsible for new software products launches. Subsequently he was with Oracle India as Executive Director for 9 years in charge of developing Oracle Retail software business in India and other countries in the Indian subcontinent.
He is a Member of CII National Committee of Retailing and FICCI Retail Committee. His breadth of experience includes world class Consultative Selling Skills, Key Account Management, Sales Negotiations, Distribution Channel Management and Management of Sales Organization.
