Sales Management for Growing Businesses brochure

Outcomes

• A Sales plan for the next financial period, a clear set of measurable actions that determine the sales activities required to achieve the agreed results. • Understand how to successfully grow the business and sales profitability; and how to build, manage and motivate your own team. • The ability to determine what the optimal sales force looks like for your business, both now and in the future. • A practical guide to holding sales meetings, quarterly business reviews and appraising your sales staff. • Increased understanding of your customer or client base and how to maximise sales through focussing on key accounts, rising stars and ideal customers. • Improved reliability and consistency of your sales forecasts through understanding your sales pipeline and improved qualification. • KPI’s to help you know if you are having a good sales day and creating an actionable plan to ensure sales success. • How to recruit excellent sales people, we will help you to avoid recruiting ineffective sales people ever again. • How to set targets, incentivise your sales people with straight forward commission, bonus and on target earning schemes. • A third development day 3 months after the programme to make sure you are on the right track.

www.cranfield.ac.uk/som/growsales 5 “I would like to thank you the University and of course Jerry for this course. I have really enjoyed it and have taken away lots that I can try to put into practice and improve our business sales structure.” Sam Hawkins UK Sales and Business Development Manager Tropical Marine Centre +44(0)1234 754500

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execdev@cranfield.ac.uk