Course description
Businesses are conventionally prone to fluctuations with rising and falling profits. Sales managers must build innovative and creative strategies to generate profit margins for businesses while reducing losses. Unlike traditional selling techniques, modern-day sales management focuses on understanding customer challenges and proffering acceptable solutions to both parties. The Rcademy Certificate in Strategic Sales Management Training Program will provide participants with the basics of sales management and how to create strategies for sales management. The course also covers practical skills and knowledge required to increase sales profits and how to influence and manage customer resistance. Participants will also learn effective sales proposals, the science of selling, and gaining and using a competitive advantage. Effective communication skills, sales management principles, and building a customer-focused sales team are also focused on effective communication skills.
What are the key elements of sales management?
Sales management is designing a sales force, implementing sales methodologies, and coordinating sales operations that allow businesses to meet and surpass their sales targets. Companies looking to have a healthy turnover in revenue must prioritize sales management for better returns. The secret to business success lies in effective sales management processes regardless of the industry. This starts with an excellent sales manager who can lead and inspire the sales department. In addition, the sales management system enables employees to state in tune with changing trends in the industry and can make a difference in surviving a highly competitive marketplace.
Upcoming start dates
Suitability - Who should attend?
Who should attend?
The following individuals should attend The Rcademy Certificate in Strategic Sales Management Training Program:
- Sales managersare responsible for managing and leading the sales team to achieve their sales targets
- Finance managersare responsible for developing financial reports, direct investment activities, and long-term financial goals
- Marketing professionalstasked with finding the most effective methods for attracting clients and generating cash for their businesses
- Public relations officersare responsible for responding to requests and inquiries from media outlets or platforms and maintaining the positive image of the company
- Human resources managersare responsible for coordinating every administrative activity, designing recruitment strategies, and onboarding new employees
- Business development officersare responsible for evaluating past and current financial data and offering strategies that boost revenue
- Finance managersare responsible for developing financial reports, direct investment activities, and long-term financial goals
- Financial officersin charge of a company’s financial transactions
- Financial analystsare responsible for giving corporations or individuals sound advice on business investment decisions
- Risk Officersare entrusted with identifying and mitigating major competitive, regulatory, and technical threats to an organization’s capital and profits
- Every other personinterested in learning about strategic sales management
Outcome / Qualification etc.
This training course is geared towards assisting participants in attaining the following objectives:
- Understand the basics of sales management and the techniques of sales management
- Learn about the psychology of buyers and the effects of selling skills
- Understand how to plan effective introduction and deal-closing methods
- Learn how to balance sales strategies with delivering quality customer satisfaction
- Discover the art of writing effective sales proposals that are compelling and informative
- Recognize buying signals and how to make the most of it
- Implement forecasting to expand market reach and enhance sales results
- Learn how to understand buyer requirements using questioning techniques
- Learn the skills for developing influential and long-term customer relationships
- Learn how to set SMART objectives and goals and how to drive them
Training Course Content
Module 1: Introduction to Sales Management
- The concept of sales management
- The concept of key account management
- Tools for forecasting
- Basic selling skills
- The DNA of complex sales
- The key stages of a complex sale
- Building a sales relationship
- Importance of sales management
- Components of sales management
- Sales strategy concept
- Rendering exceptional customer service
- The changing business environment
Module 2: The Value of a Sales Attitude
- The power of positive thinking
- Building a focused frame of mind
- Building emotional intelligence
- Self-drive and self-motivation
- Improving attitudes by improving habits
- Motivators and de-motivators in sales management
Module 3: The Science of Selling
- The psychology of selling
- Factors influencing buying and selling
- First impressions and body language
- Moving beyond the price
- The mind of the seller vs the mind of the buyer
- Understanding the buyer
- Delight factor
- Buyer emotions and thoughts
- Behavioral profiling
- The Science of sales management
Module 4: Managing a High-Performing Sales Team
- Recruiting high-performance salespeople
- Managing employee turnover
- The interviewing, qualifying, and hiring processes
- Planning and executing successful sales meetings
- Team-building techniques to boost mutual support and teamwork
Module 5: Handling Sales Objections and Resistance
- The reasons for customers’ resistance to sales
- Negotiation skills
- Preparation is key to sales
- Keeping things simple and clear
- Overcoming stalling
- Overcoming resistance
- Dealing with shortcomings and downsides
- Clearing up misunderstanding
Module 6: Powerful Strategies for Motivating Salespeople
- Consideration for building a sale contest
- Leadership Traits of successful sales managers
- Factors that motivate and demotivate salespeople
- Abraham Maslow’s Hierarchy of Needs
- Planning and implementing effective sales meetings
- Mentoring and coaching skills to boost productivity
Module 7: Adding Value to Sales
- Adding value to customers
- Dealing with difficult buyers
- Gaining buyer trust
- Combining sales with exceptional services
- Building a personal and organizational brand
- Cross-selling and up-selling
- Building and preserving long-term relationships
Module 8: Mastering Sales Proposals
- Writing a sales proposal
- Component of a proposal
- Drafting an influential and effective proposal
- Building on the needs
- Presenting the proposal to stakeholders
- Professional writing techniques
Module 9: Preparing Influential Presentations
- Sales pitching and presentations
- Transactional and consultative selling
- Effective presentation skills
- Satisfying the target audience
- Overcoming presentation challenges
- Placing the correct pitch in the right place
Module 10: Closing Sales
- Principles of closing a sale
- Principles of sales efficiency
- Keeping the ball in your court
- Closing with powerful words
- Measurement and efficiency in sales
Module 11: Communicating an Effective Marketing and Sales Message
- Practicing active listening
- Understanding body language gestures
- Overcoming common communication barriers
- Questioning skills to uncover client expectations
- Recognizing your communication and leadership style
- Telephone tips to enhance sales and marketing effectiveness
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Rcademy
Rcademy is a global training and consultation organisation set out to bridge the gap between you now and what you can be in the near future. We are facilitators of knowledge impartation. Our team of established and experienced training enthusiasts...