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Professional sales manager. 6 day program

Date:

26-01-2022

Time:

09:30

Organizer:

Verslo žinios

  • you’ll hear how to create an effective company sales strategy and sales management action plan
  • You will learn how to create a perfectly functioning motivational system for sales managers, when and how to change it
  • You will hear how to solve the dilemmas of a sales manager: when to train, when to consult, when to educate, and when to dismiss
  • You will learn how to reliably assess the potential of candidates

April 13 – June 14
Park Inn Hotel, Oreivių st. 32, Vilnius

About training

There will be a maximum of 14 people in the group.

Benefits of training for you:

  • You’ll learn how to create an effective company sales strategy and sales management action plan
  • Learn how to identify and manage your most important KPIs
  • How to create a perfectly functioning motivational system for sales managers. When and how is it time to change it?
  • How to solve the sales manager’s dilemmas: when to train, when to consult, when to educate, and when to dismiss.
  • How to reliably assess the potential of candidates?
  • How to move from competition to effective collaboration?
  • How to strengthen the image of a reliable professional sales manager?

The training is intended for:

  • For sales managers
  • For company employees directly in charge of sales managers

The training consists of a 6-day cycle:

Day I Sales Strategy

  • How the organization’s goals and strategy dictates the goals and strategy of the sales force
  • Functions and responsibilities of the sales manager
  • Customer segmentation
  • Determining the number of contacts with customers in different segments
  • Establishment and control of financial, effort and competency development KPIs

Day II Sales and negotiation process

  • The role of the manager in sales and negotiations
  • Perception of the value of offers: our products in the eyes of the customer, the more our products are superior to competitors
  • Stages in the sales process: diagnostics, decision, agreement, and relationship maintenance
  • Negotiation process: how to set out the steps properly
  • Advantages of interest negotiations. Deadlock strategy. Customer conditions and circumvention

Day III Team building according to strategic goals

  • What is important in forming a sales team? What makes this team different from others
  • What are the tasks of a manager in the team building process – from the formulation of the need according to the strategic goals to the planning of the career path of each specific employee
  • In what ways can we assess the potential of candidates

Day IV Sales team reward systems and motivation

  • The role of remuneration in motivation and employee experience
  • Specifics and steps of developing a remuneration system for sales staff
  • Discussion of typical sales incentive schemes
  • Alignment of the company’s sales model with the remuneration system

Day V Training the sales team to reveal their talents and potential

  • When and what leadership style to apply, depending on the employee’s maturity, competence, and motivation
  • How to combine promotion and support
  • Empathic listening, what are the differences from regular listening? How to learn to listen empathetically
  • How to give and receive feedback so that it is a source of improvement for each employee and a tool for team growth
  • How to move from competition to collaboration

Day VI Psychological preparation of the sales manager

  • Personal image of a sales manager
  • Competencies and attitudes of the sales manager. How to change habits and manage preferences?
  • The biggest challenge for a sales manager. When to teach, when to counsel, when to educate, and when to dismiss?
  • Intrinsic motivation to improve and grow by helping others grow, self-discipline training

There will be no more than 14 of you in the training. A certificate will be issued to the training participants.

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