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BEST (Building Excellent Sales Teams) Program

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BEST stands for "Building Excellent Sales Teams"- and it is the name of the sales training and development program designed by DPU for sales and business development teams of MNCs or SMEs. BEST …

BEST stands for "Building Excellent Sales Teams"- and it is the name of the sales training and development program designed by DPU for sales and business development teams of MNCs or SMEs. BEST framework uses the “building block” or multiple-phased model to grow with the needs of the sales and business development team members. With this framework, training and development does not become a one-day event, rather, it becomes a long-term, sustainable and standardized program across the companies. The BEST program phases include:
* Phase 1 - which is focused on enhancing product knowledge (developed and delivered usually by internal trainers)
* Phase 2 - which is the heart of BEST and it includes business development skills, customer service excellence, basic selling skills and account management process
* Phase 3 - which is focused on advanced selling i.e. strategic selling and sales team management
* Phase 4 - which are elective and specialized courses such as TTT (train the trainer), and negotiation skills. It also includes optional e-learning for refresher and ongoing learning on best practices.
(The focus of this marketing collateral is the Phase 2 modules.)

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  • 1. Building Excellent Sales Teams (BEST) 1 BEST is a Sales Training and Development framework designed for sales and business development teams. It is based on “building block” or multiple-phased model that grows with the needs of the sales and business development team members. The objective of the BEST program is to teach the skills, processes and tools that will help teams achieve business development, sales and account management plans and activities with more predictable, repeatable and measurable results. With the BEST framework, training and development does not become a one-day event, rather, it is SUSTAINABLE and STANDARDIZED across the organization. Training and development is adapted to and grows with the job roles and responsibilities of sales, business development and support team members. For instance, those responsible mainly for “hunting” may have the business development skills training as priority, while the teams who sell and close the deals could focus first on the customer service-basic selling skills. 2 Typically, there are four phases in BEST. • Phase 1 is focused on enhancing product knowledge, and is usually done in-house. • Phase 2 is focused on the basic business development, selling and account management skills. It is the baseline of BEST. • Phase 3 is focused on advanced selling competencies such as strategic selling and sales team management. • Phase 4 are elective and/or specialized courses such as negotiations skills and train the trainer. It may also include e-learning for refresher, forum on best practices and coaching solutions. The goal of BEST is to give participants the relevant theories and practical skills, processes and tools that can be applied immediately. With senior management team’s leadership and drive - the new learnings can make a difference in the sales team’s ability to establish new business relationships, and strengthen the existing ones, which then help achieve short-term and long- term sales goals.
  • 2. 2 1 BEST Phase 2 Training ~ A Success in Australia! Last July 2013, BEST phase 2 program modules were delivered by Elaine Cercado, DPU MD, in Melbourne and Sydney, for the first batches of participants from two MNCs, which included the MDs, state managers, sales managers, national account managers, and business development managers. An additional “Train the Trainer” module was developed and delivered to both companies, as the first batches were designated to act as trainers for their respective internal sales, business development, and customer support teams, plus sales distributors and channels. These teams, estimated to total to 2 around 400 for both companies, are targeted as the ultimate beneficiaries of the BEST training programs and modules. Training cascades are to be completed by end of 2013. The evaluation results from the first batches from both companies showed the training programs and modules were rated high in terms of achieving the objectives, skills improvement, content, and facilitation & delivery. The initial cascades also showed high scores and excellent feedback from the participants. “The training program was excellent!” ~Greg A, sales manager “It was well put together and Steven did a great job delivering the course.” ~Richard H, sales rep “You exceeded our expectations.” ~Mario A, MD “Well Done Elaine!” ~Andrew D, sales & marketing director
  • 3. 3 BEST Phase 2 Modules BUSINESS DEVELOPMENT SKILLS ~Unlocking & Building Sales Opportunities (half-day) Key Focus ¡ Targeting Process: Research, Assess, Identify ¡ Planning for the First Meeting & Next Steps Key Learning Outcomes ¡ Conduct research on new sales opportunities, ask the right questions and analyze the information ¡ Build business development plans and know how to continuously improve the plans ¡ Build confidence by applying the targeting process, first meeting and account planning on an actual prospective account CUSTOMER SERVICE EXCELLENCE 1 ~Basic Selling Skills (1 day) Key Focus ¡ Importance of Customer Service ¡ Effective Communication Skills ¡ 6 Stages of Selling Key Learning Outcomes ¡ Understand and apply the principles of effective customer service ¡ Learn the communication skills and tools to maximize sales opportunities ¡ Understand and practice the selling skills using an effective six- stage approach that equip sales staff ¡ Learn best practices of customer service from successful companies CUSTOMER SERVICE EXCELLENCE 2 ~Account Management Process (half-day) Key Focus ¡ Account Management Process: Plan, Review, Grow ¡ Managing Relationships Key Learning Outcomes ¡ Understand a process for account management ¡ Understand and apply the principles of effective relationship and stakeholder management ¡ Practice the account management process and planning to actual customer accounts TARGET COMMUNICATE GROW Our programs offer highly interactive learning activities for the course participants to acquire relevant knowledge and skills. BEST Phase 2 modules are intended for: ¡ Sales managers ¡ Business development managers ¡ Account managers ¡ Sales representatives ¡ Sales support team ¡ Top/senior managers who lead/support sales teams
  • 4. de’POWERinU Management Consultants LLP Registration No. T08LL0335D Copyright 2013. All Rights Reserved. 30 Keppel Bay Drive #07-42 Singapore, 098650 Telephone +65 6271 0208 Website www.depowerinu.com Email your queries or feedback to depowerinu@me.com Attention to: Elaine Cercado, Managing Director Building Excellent Sales Teams (BEST)