Building a World Class Sales Organisation - Course Description

Duration: 1 day

Participants: Any Senior Executive with ultimate responsibility for his/her company’s sales organization.

Programme Overview

World Class Sales Organizations are those which ensure the highest quality of management, people and customer interaction. Their performances are based upon specific, measurable and time-bound approaches to growing profitable and sustainable revenues.

‘World Class’ does not necessarily mean ‘global’. Even the youngest of local companies can become ‘world class’ by focussing on three key elements: hiring and developing talent, ensuring employee engagement and developing a company wide passion for customer loyalty.

This programme guides participants through all aspects of professional sales development across all three of the key elements. Comprehensive guidelines are provided for Sales Management to ensure success

Programme Objectives

• Understand what a WCSO is
• Learn key elements of
• Talent
• Engagement
• Customer loyalty
• Coaching styles
• Performance management
  

Programme Content

Introduction

• Sales return on investment
• Typical distribution of sales performance

Talent

• “Experienced” salespeople caveats
• Natural vs. trained salespeople
• Ensuring the right capabilities for the job
• ‘Hunting’ vs. ‘Farming’ skills requirements

Engagement

• Motivation
• Performance influencers
• Pay plans
• Sales Management effectiveness
• Coaching styles
• Pipeline management
• Account segmentation
• Account planning
• Sales opportunity assessment and tool

Customer loyalty

• Satisfaction vs. loyalty
• Prerequisites
• Sales behaviour