|
|
Accelerate Sales Team Performance - a program for Sales Managers
What the PACE Accelerate Sales-team Performance program offers:
This program offers interactive, practical and proven training in how to influence and guide a sales team to improve their results-generating capabilities.
The 3 days provides an effective approach to the challenge of sales management by drawing on the extensive experience gained by PACE Australia across a wide range of industries. |
Every Sales Manager needs a roadmap to help them build their sales team and
drive results - and a 'tool kit'. Many managers are promoted into their roles
because they were "good sales people". They learn the hard way that the job is
very different. Many struggle.
Many Sales Managers take years of trial and error to build their craft. The
impact on sales performance can be significant. It's not a clever business
strategy.
Understanding and having field sales experience are essential - but there is
so much more! The field sales team - the engine of revenue and profit production
for the company is not the place to 'trial and error". This program can
turbo-charge their efforts, giving them years of "know-how" in 3 action-packed
days. Case studies, working groups, discussion session, information sessions and
personal action plans all give the participant a tremendous framework for
success.
Participants are given the cumulative sales management knowledge of
experienced PACE consultants. In addition, the opportunity to network and work
with Sales Managers from other industries is an extremely valuable component of
this program.
Participants can learn in a short space of time valuable ideas and concepts
from other businesses, that they would other wise rarely get.
The opportunity to 'step out of the woods to see the trees' and come back
armed with many valuable concepts and ideas that they can immediately put into
place should be an essential part of every Sales Manager's development.
The program is of 3 days duration.
REMAINING PROGRAM
DATES AND VENUE FOR 2010:
VENUE
Medina Executive Sydney Central
2 Lee Street, Haymarket, Sydney NSW 2000
(Royal Mail Room or Postmaster Room) |
|
Fee: |
The fees are only $3,600 + GST for the 3 days of expert tuition, a resource-rich workbook, text book used as reference material, case studies, lunches and refreshments, and an application assignment designed to help participants apply what they have learnt. |
|
|
|
PROGRAM TOPICS |
 |
The PACE “Sales Performance Improvement (SPI) Framework
One complete model shows how all the Drivers of Sales Performance work together to create maximum effectiveness and efficiency in sales delivery |
| |
|
|
|
Star, Core and Poor performers
How to best manage them |
| |
|
|
|
The Sales Process Map
A practical method to plan and monitor the essential selling stages required in the process of Finding, Winning and Keeping new accounts. Without a Sales Process Map, sales people expend their efforts in unfruitful directions. The Sales Process Map provides much needed direction to their efforts. |
| |
|
|
|
The Sales Leverage Model
An effective way to deliver significantly improved results is to leverage all points of the sales process. Learn about the concept of leveraging, and how to apply it to produce significant results. |
|
|
|
|
Secure long term results
An easy to understand sales planning model offers a proven methodology for planning and delivering long term results. By linking the day-to-day sales activity of each salesperson to their objectives, you can build a solid base of sales activity to underpin planned results. “Activity creates Results. Planned Activity creates Planned Results”. |
| |
|
|
|
Time and activity management in selling
Selling time is a limited resource. To be effective, Sales Managers need to show their people how to make the very best use of limited selling time. How to reduce time-wasters and increase active selling time is an important part of this workshop.
And many other valuable concepts |
| |
|
|
| WHAT
PARTICIPANTS SAID |
|
"I am leaving today with
real, actionable ideas that I believe will be genuinely useful to me, my
team and my business. I believe the tools I am taking away with me will
improve the planning and account management in my team and increase my
control of the outcomes by around 50%."
Samantha Ryan, Readers Digest
"A great program. The quality of the materials and the
facilitators make it well worth the investment of time and money. "
Mark Croudace, Ernst & Young
"I have only been in my current for the past six
months, with nine staff reporting to me. With the management modules that we
have already undertaken, I am already putting these into practice, with
measurable results."
Shirley Field, Qantas Airways |
|
|
