Induction ProgramThe Clubwww1 induction program is an important process for bringing staff into ourorganization. It provid...
•   identify critical sales competencies in order to develop a sales training curriculum   •   determine the extent to whi...
DevelopmentSales Development is a focused process integrated team work with a common aim ofworking with a common goal of d...
There are many closing techniques in sales, which are prescribed actions that sales peopletake to persuade the customer to...
Remember that this is not an interrogation, and that giving them the third degree willturn them off. So keep your question...
1.   Conception – What will be offered?   2.   Planning – How?   3.   Execution – When and at what pace and scale?   4.   ...
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The First Steps To Management & Sales Development &

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Either you manage people or you manage sales....but at the end of the day...you must know how to manage yourself.

That means knowing what you know and knowing what you do not know.

Good managers understand these two statements!

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The First Steps To Management & Sales Development &

  1. 1. Induction ProgramThe Clubwww1 induction program is an important process for bringing staff into ourorganization. It provides an introduction to the working environment and the set-up of thepersonnel within the organization. The process will cover the employer, employee andself employee rights and the terms and conditions of employment and agency orconsultancy work. As a priority the induction program must cover any legal andcompliance requirements for working at the company.The induction program is part of Clubwww1’s knowledge management process and isintended to enable the new starter to become a useful, integrated member of the team,rather than being "thrown in at the deep end" without understanding how to do their job,or how their role fits in with the rest of the company.Our induction programs increases productivity and reduce short-term turnover of staff.Agency DevelopmentThis intensive two-day program is for those persons who feel challenged to effectivelyselect, develop, equip, and retain valuable sales talent. Good peoples are hard to come by.Sales leaders must be able to get the most from their sales professionals while continuingto invest in their ongoing training and development. The key to producing consistent,predictable sales numbers is to create, grow, and nurture sales professionals to be the bestthey can be. This program provides a structured framework and customizable approachfor addressing this need.This program is for sales executives, sales managers, sales leaders, HR professionals,business owners, and others charged with the responsibility of building the competenciesand abilities of sales professionals in their organization.You Can Learn To • create a strategy and plan for the sales development of your organization • create a road map and guide for building the competencies of sales professionals at all levels
  2. 2. • identify critical sales competencies in order to develop a sales training curriculum • determine the extent to which individual salespeople can perform certain skills in order to narrow the scope of training to the specific competencies needed • provide learning objectives for the development of training modules, coaching assignments, and skills development programsRecruitmentRecruitment refers to the process of attracting, screening, and selecting qualified peoplefor a job at Clubwww1. For some components of the recruitment process, mid- and large-size organizations often retain professional recruiters or outsource some of the process torecruitment agencies; at Clubwww1 we do it ourselves and we see it as a corecompetenceHiring and retaining the best talent is as tough as its ever been, with projections through2012 indicating that, for the first time in U.S. history, the number of younger workersentering the labor market wont be enough to replace those who are leaving.Recruiting the best employees for your organization is an ongoing challenge for everymanager, supervisor and Human Resources professional. If youre looking for solid,proven best practices and up-to-the-minute ideas in recruitment, interviewing andselection, youve found the right course.Participants in the class will cover the following areas of interest during the five weeks ofthe course. You will learn: • Why an effective job description makes good business sense as the starting point for recruiting staff, • Creative ways to find potential employees, • How to use your team for recruitment, • Top ten recruiting tips, • How to screen potential employees, • Eight hiring mistakes employers make: from application to interview, • Ask right to hire right: how the interview approach can help you select the best candidate, • Tips for interview approaches, and • Best practices in interviewing.
  3. 3. DevelopmentSales Development is a focused process integrated team work with a common aim ofworking with a common goal of developing and improving the performance of the salesteams or the sales person.In this course Clubwww1 specializes in one area and one area only – developing salesperformance. In our experience looking at all aspects of the sales process is the key.Changes in one area…in isolation are unlikely to maximize performance improvements.We do not believe in a ‘one size fits all’ approach. No two “people” situations are thesame – unique situations demand unique solutions.Our hope is that you join our website training program because it provides you with aclear overview of our sales consulting approach and our sales skills developmentprograms.SalesA sale is the pinnacle activity involved in selling products or services in return for moneyor other compensation. It is an act of completion of a commercial activity.A sale is completed by the seller or the owner of the goods. It starts with consent (oragreement) to an acquisition or appropriation or request followed by the passing of title(property or ownership) in the item and the application and due settlement of a price, thedouche of or any claim upon the item. The purchaser, though a party to the sale, does notexecute the sale, only the seller does that. To be precise the sale completes prior to thepayment and gives rise to the obligation of payment. If the seller completes the first twoabove stages (consent and passing ownership) of the sale prior to settlement of the price,the sale is still valid and gives rise to an obligation to pay.What does it mean…well becoming a salesman is not easy!At Clubwww1 we make selling easier by working simplier with a single purpose and thatis to do better.ClosingThe ability to close means cash!One of the most important stages of selling is closing the deal, which is the actions takenby the sales person to gain agreement to the sale.
  4. 4. There are many closing techniques in sales, which are prescribed actions that sales peopletake to persuade the customer to make the necessary commitment.Here are some of these: • 1-2-3 Close - close with the principle of three. • Adjournment Close - give them time to think. • Affordable Close - ensuring people can afford what you are selling. • Alternative Close - offering a limited set of choices. • Artisan Close - show the skill of the designer. • Ask-the-Manager Close - use manager as authority. • Assumptive Close - acting as if they are ready to decide. • Balance-sheet Close - adding up the pros and the cons. • Best-time Close - emphasize how now is the best time to buy. • Bonus Close - offer delighter to clinch the deal. • Bracket Close - make three offers - with the target in the middle. • Calculator Close - use calculator to do discount. • Calendar Close - put it in the diary. • Companion Close - sell to the person with them. • Compliment Close - flatter them into submission. • Concession Close - give them a concession in exchange for the close. • Conditional Close - link closure to resolving objections.Handling ObjectionsThis is an overall process to handle objections.1. ListenStop! Do not try to jump in at the beginning - this may cause further objection. When youinterrupt them, you are objecting to their objection. If you refuse to listen, then their nextsteps may well be towards the door.Use active listening methods, nodding and physically showing interest.They are trying to tell you something that will help you sell to them, which is a gift fromthem to you. If you do not listen, then their next step may well be towards the door.2. QuestionAs appropriate, ask some questions. This not only shows you are interested in them, but italso gives you more information with which to make the sale. As you question them,watch carefully for body language that gives you more information about what they arethinking and feeling.
  5. 5. Remember that this is not an interrogation, and that giving them the third degree willturn them off. So keep your questions light and relevant.You might also tip the bucket at this time, asking them if there are any more concerns(objections) that they have, and which, if you can resolve them, you might gain a close.It is not always necessary to ask questions. Be deliberate about what you are doing if youdo.3. ThinkNow before you dive into objection-handling, think! What methods will work best withthem? Should you take a direct and confrontational approach or should you use the soft-soap to finesse the situation? Or maybe you should put it off to another day (but only ifyou can be sure that you can return to the selling situation).Thinking is a good thing where you are adding a little pause into the proceedings, thusdemonstrating how you are taking their objection seriously.4. HandleThis stage may sometimes only be a few seconds after they object or it may require moretime in the previous three steps. Now, when you are ready, use the objection-handlingmethod that you believe will work best. Or make up your own. You are under noobligation to try and force-fit a method where it is unlikely to work.5. CheckFinally, check to find out whether your objection-handling worked! Ask if you haveanswered their question. Ask if there are any more concerns. As necessary, handleoutstanding objections.Then go for the close.Sales ManagementSales management is attainment of Clubwww1’s sales goals in an effective & efficientmanner through planning, staffing, training, leading & controlling organizationalresources. Revenue, sales, and sources of funds fuel our company and the management ofthat process is the most important function.The four phase-model of Management Process is one of many useful frameworks forplanning the sales process. It includes:
  6. 6. 1. Conception – What will be offered? 2. Planning – How? 3. Execution – When and at what pace and scale? 4. Control – How will feedback and contingencies be acted upon? 5. Feedback – How we have to integrate and reply back activity to activity?This model is cyclical, so it is a constant/continuous process.Sales Management, however, is concerned with the process of encouraging customers toexchange their funds for your services or goods. By contrast, marketing might concernitself with expanding opportunities for installing more processes in more places andexpanding or creating new sales channels. For example, Clubwww1 might have "walk-incustomers." Sales management would concern itself with the customer experience, thesales dialog ("what’s in it for me," suggestive selling, up-selling, positioning statements,consultative sales), and ultimately closing the sale.The company’s marketing department, on the other hand, would be concerned withdeveloping sales channels other than "walk-in" customers or increasing the volume. Forexample, out-bound telephonic out-reach might be a viable additional sales channel.Sales management, in turn would be tasked with developing this channels compensationplan, customer experience, sales dialog, and closing. Developing a sales managementprocess for the walk-in customer sales process might be very different from the out-bound telephonic sales management process.Objectives…The summary is to add what you al ready have:Objectives are potential goals.Goals are accomplishments (things you wish to complete).The aim is not be side tracked from your focus of reaching your goals.Visions are visualizing all the tasks to complete a goal.To be able to reach a goal you should break it down and set smaller easier set of goals allworking to the final goal. By doing this you do not become discouraged and give upbefore the goal is complete.

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