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A three month six session open program
to Boost your sales performance
Strategic Sales Management
For Different Sales Situ...
COURSE OUTLINE – STRATEGIC SALES MANAGEMENT
Are you facing these challenges in your business?
 Poor sales performance – f...
3 |
Course Outline
The six sessions would cover the following:
Session
Competency
Developed
Learning Objective – By the en...
4 |
About Direction One Consulting Pvt Ltd / Maneesh Konkar
Direction One Consulting is a training consultancy started by ...
5 |
Investments:
The program would be most useful when the business owner attends along
with his key leaders.
The investme...
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Strategic sales management

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Strategic sales management

  1. 1. A three month six session open program to Boost your sales performance Strategic Sales Management For Different Sales Situations by
  2. 2. COURSE OUTLINE – STRATEGIC SALES MANAGEMENT Are you facing these challenges in your business?  Poor sales performance – fluctuating sales, low target achievement, long selling cycles, poor price realizations and delayed payments.  High dependence of a few key people or customers.  Customers wanting to talk only to you or senior people in your company.  Demotivation, frustration and attrition in your sales team. Design Logic:  Sales is the most important function in any company. Nothing else happens unless a sale is made.  Poor sales performance is a function of individual skill, sales process and the incentive measurement in the organization. The three month program focuses on all three areas of sales productivity improvement.  Participants learn best when the 10 – 20 – 70 rule is followed. 10% learning happens in the classroom, 20% when trainees do projects and the balance 70% happens thru on the job application followed by reviews. Duration & Methodology:  Six Classroom sessions of four hours each over a three month period.  Each session on alternate Wednesdays in week 2 and 4 in each month.  Venue – a hotel in the suburbs.  Additional six telephonic or email coaching included.  Each four hour session followed by an on the job assignment and post training reading.  Each session consists of videos, interactive activities and roleplays and presentations.  Certificate for each participant on successful completion of the program.  Additional eBooks and videos would be given to each participant at end of program Program would be suitable for  All BNI members, S P Jain (FMB, SYB) participants & other business owners.  Also their partners, staff and leadership teams.
  3. 3. 3 | Course Outline The six sessions would cover the following: Session Competency Developed Learning Objective – By the end of the session, participants would be able to: Methodology Session One Focus a. Set personal goals. b. Clarify Strategy – Approach to Market – Who is my Ideal Customer? c. Set a sales vision for the business / his team / his territory. d. Convert monthly target into Territory Action plan with daily / weekly activities. Tools 1 / 2 / 3 Session Two Following a Structured sales process - ARROW a. Approaching in a professional manner. Making a professional phone call / email introduction. b. R – Researching / probing Customer’s needs and challenges. c. Creating a high performance culture in the team. Tools 4 and 5 Session Three & Four ARROW – Continued. a. R – Researching Customer’s needs. Increasing urgency to speed up the buying process. b. R - Representing the product in a smart way. c. Making a professional presentation / proposal. Tool 6 & 7 Session Five ARROW Selling process & POWER Negotiator a. O – Handling objections. b. W – Winning during closing. c. Positioning the company in the customer’s minds. d. POWER Negotiator – Negotiation skills Tool 8, 9 & 10 Session Six POWER Negotiation Skills a. Practicing negotiation tactics and counter tactics. b. Designing the right compensation system. c. Running an inspiring sales meeting. Tool 11 & 12
  4. 4. 4 | About Direction One Consulting Pvt Ltd / Maneesh Konkar Direction One Consulting is a training consultancy started by Maneesh Konkar in 1999. Maneesh is an MBA from IIM Bangalore (1995) and after working in ITC in the Sales function, he started his training career with the IT industry at TCS. Since then he has trained thousands of young leaders at various companies in the areas of Sales, Leadership, Managerial Effectiveness and Finance. A partial list of clients appears below. Just recently he has also written a book “Young Leaders at Every Level”. For a complete profile refer to Linked in. He also writes the blogs “Young Leaders at Every Level” and “Strategic Sales Management”. He can be contacted at +91 9820503710 & maneesh@directiononeonline.com “……provides useful tips on how to manage your career, yourself and your relationship at work in an easy to read and engaging manner”. Sanjeev Bikhchandani, CEO Info Edge (naukri.com) ……….a very practical guide to leadership, purely based on experience. I personally found this book very effective and I am sure that this will aid the development of young leaders. Milind Apte. Head HR, Godrej Hersheys “……. combines perspectives to help you discover who you are, what matters most, and where you are headed - before you plan your next move.” S Raghunath, Professor of Corporate Strategy, IIM Bangalore
  5. 5. 5 | Investments: The program would be most useful when the business owner attends along with his key leaders. The investments (payable in advance) would be as follows: Rs 30,000 per person for the full six session (three month) course.  Rs 7500 for a single session.  Rs 19500 for three sessions.  10% discount for three or more members from one company.  Additional 10% discount for BNI or S P Jain participants (FMB + SYB) and staff totaling more than 10.  Service tax 12.36% extra.  All above investments are per person.  Payment options – cheque, net banking or credit card. To register your seat, please write to maneesh@directiononeonline.com or call on 9820503710.

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