Sales Essentials for Success Brochure

Duration: Two days residential, plus one review day

Day one

Where are we now? •

Sales growth strategy • Customer relationships. •

Constraints, what is stopping you grow your sales profitably? What does a successful sales activity look like?

Creating customers that feel valued. Building a referral business from Advocates. The importance of referrals. Understanding and tracking the sales PIN. The sales process.

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What makes successful businesses grow? The 80/20 rule in sales.

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What is your value proposition? What do your customers really buy from you? What do they want? Building high value relationships. What are your sales levers for profitable growth?

Sales planning •

Introduction to developing your own Sales Budget and Plan for the next 12 months.

Day two

Twenty minute one-to-one (optional) • Sales strategy issues with Jerry Sandys. Marketing • Review of your current marketing tactics. Sales skills •

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Sales meeting management, pipeline analysis.

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Setting targets, commissions, incentives. Sales reporting, daily sales, spreadsheets, forecasting. Quarterly business reviews – template.

CRM - tracking the numbers.

Sales budget and plans •

Developing a sales budget and plan for your organisation.

Building a high performance sales activity.

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Attitude. Recruiting.

Motivating your sales people • On target earnings. • Incentives. • Commissions. • Bonuses. Close and actions •

Sales Management •

Review of your current marketing tactics.

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The role of the Sales Manager.

Understanding your management style.

Appraisals.

Personal actions to undertake before review day.

Setting objectives - measuring and monitoring, objective documents.

www.cranfield.ac.uk/som/ses

+44 (0)1234 754378 vikki.lucas@cranfield.ac.uk

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