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Paul J. Lange - Blue Ocean Strategist

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Hold your mouse over the following link for a few seconds to view the document or click the link to download the PDF of Building a World Class Sales Organisation - Sales Training Course Description.

To enquire about booking this course, and start building a World Class Sales Organisation for your business please email training@paullange.com.au

This course is delivered in conjunction with Tony Morris, corporate sales trainer and body language expert.

All courses are able to be delivered internationally, either in your own training facilities or other venue of your choice.

Tony Morris - Corporate Sales Trainer & Body Language Expert
Tony Morris
Corporate Sales Trainer
& Body Language Expert

 

 
 

Building a World Class Sales Organisation - Course Description

   

Participants:

Duration:



Any Senior Executive with ultimate responsibility for his/her company’s sales organization.
1day.

 
  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
 
   
 
 
 
 
 
 
 
 
 
 
 
 
 
 
© 2009 Paul Lange Pty. Ltd.