In contemporary times, businesses universally prioritize the advancement of customer interests, environmental considerations, and social responsibility, integrating them into the core of their operations. This shift is facilitated by innovative digital marketing applications proficient in effectively managing these facets. Today’s thriving companies are those that have embraced a sales function extending beyond mere transactions to genuinely care about the products or services they offer. Consequently, sales and sales managers have adapted their approach to address these emerging challenges.

Within many small and medium-sized enterprises, the pivotal figure driving successful sales is the Sales Manager. Frequently, these managers ascend from the ranks of experienced salespeople who excel in selling but may lack essential management skills crucial for their effectiveness. Proficiency in management encompasses various aspects, including planning, coordination, recruitment, leadership, and the implementation of a coherent sales strategy guiding the collective efforts of the salesforce.

The Reinventing Sales Management & Selling Operations training course focuses on instilling contemporary sales management skills, delivering a comprehensive module covering the ability to identify, measure, and respond to target markets. The curriculum includes skills essential for crafting training programs, recruitment processes, and effective control mechanisms to support the ongoing evolution of the sales force. Consequently, both current and aspiring sales managers will be empowered to take decisive actions, prioritize tasks, enhance decision-making and personal leadership, functioning adeptly at all levels and setting a paradigm for others to emulate.

The participants will attain the following aims:

• Formulate strategies for realizing objectives and executing plans
• Recognize the unique responsibilities of the Sales manager within the company
• Articulate the interplay between the Marketing and Sales systems
• Develop effective sales plans while adeptly navigating the technological requirements of the contemporary market
• Structure and oversee a contemporary Sales Department
• Differentiate between diverse Leadership styles
• Set clear performance expectations
• Acquire proficiency in and oversee the skill of selling

This training program employs an amalgamation of engaging presentations and real-time discussions. Complementing these are workshops, videos, models, tables, and charts, strategically integrated to reinforce comprehension and facilitate the practical application of insights through interaction with the seminar provider. Each day will conclude with a comprehensive summary, interconnecting various topics to construct a cohesive course framework. If desired, a concluding multiple-choice test on the content can be incorporated as an evaluative measure. The format is adaptable to accommodate both in-person and virtual online interactions, as well as hybrid modes for the delegates’ participation.

Similarly, this will be beneficial for professionals, including but not confined to:

• Managers in Sales
• Managers in Client Service
• Directors in Sales
• Managers in Operations
• Managers in Business Development
• Supervisors in Sales
• Owners/Managers of Small Businesses
• Professionals in Marketing
• Salespeople and Representatives in Promotion

Day One: Strategic Planning for Salesforce Management

• Nature of Business Sales Strategy
• Profiling a Successful Sales Manager
• Sales Planning and Predictions
• Budgeting for Sales and Marketing
• Marketing Implications within Sales Operations
• Determining Optimal Product Mix

Day Two: Organization and Staffing of the Salesforce

• Efficient Departmental Organization
• Operational Supervision
• Talent Acquisition in Sales
• Selecting Suitable Personnel
• Recruitment and Integration Processes – Contractual Aspects
• Training and Guidance for the Salesforce

Day Three: Leadership and Control of the Salesforce

• Varieties of Leadership: Situational and Transactional
• Directing the Sales Department
• Control Mechanisms for Sales Functions
• Critical Success Factors
• Motivating the Salesforce
• Compensation Strategies: Monetary and Non-monetary Benefits

Day Four: Performance Evaluation

• Progress from Planning to Assessment
• Analysis of Sales Performance
• Key Performance Indicators (KPI)
• Implications for Market Share
• Considerations of Cost, Budget, and Profitability
• Legal and Ethical Considerations

Day Five: Sales Techniques

• The Sales Process
• Prospecting and Lead Generation
• Engaging Leads for Business
• Presentation Skills in Cross/Upselling
• Overcoming Objections and Procrastination
• Closing Sales and Negotiation Strategies