Objectives
Enforce Salesforce in whole commercial process management:
- Understand the market
- Plan objectives and actions
- Identify opportunities
- Be perceived more as partners than providers
- Products / services effective presentation
- Negotiation management and margins saving
How
- Sales force Area Managers will be the Training link with the Sales field
- Training contents and practices and role playing are designed around the real Company Business.
- Training most important exercises are the role - playing: participants simulate sales meeting that are videotaped and reviewed.
- Experience sharing is encouraged: best internal practices are discovered through discussions and confrontation.
What
START UP MEETING
Sales Director, Area Managers, Sales people, are involved in a motivational meeting: everybody is invited to contribute to the Training success.
BUSINESS KNOWLEDGE
The Trainer:
- Interviews main Sales process Stakeholders (including some cusotmer ;
- Experiences the sales field: two-three day with different Sales persons, shadowing calls, meetings, ecc...
CO-DESIGN
The Trainer co-design with Sales Directrs and Area Managers:
- The "Sales Process management model": methods, practices, activitires, tips.
- The Training contents and exercises
TRAINING CO-MANAGEMENT
The Training will be co-managed with Area Managers: in this way messages communicated in the training room will be consistent with the future organizational practice.
