Table of Content
Introduction
What you need to succeed in sales
The requirements of sales management
Part 1 - Fundamentals for selling
What is selling and what type is right for the organisation?
Knowledge, skills and attitudes for success
Managing time effectively
The first steps - finding potential customers
Why People Buy
Part 2 - Starting the sale
Pre-call preparation
Who to talk to
Creating the right first impression
Establishing the relationship
Learn more by listening:
Part 3 - Making the sale
Questions are your friend
It's not what it is, it's what it does
Present your sales case
Handling barriers to the sale
Getting commitment
Part 4 - Setting the sales strategy
The fit between the business strategy, marketing and sales:
Setting the strategic direction
Identifying your sales structure
The cost effectiveness of your sales function:
Interactions with other functions
Part 5 - Managing the sales operation
Setting goals for your sales people
Identifying the right sales process:
Using the sales process to deliver results:
Establishing standards of performance:
The monitoring and control system
Part 6 - Managing sales people
.
Recruiting the right sales people
Remuneration and rewards
Establishing your expectations
Inductions and bringing new people on
Communicating with your team
Part 7 - Managing and growing performance
The need for leadership
Coaching to develop performance
Motivating your team
Reviewing sales performance
Dealing with under-performers
Conclusion - Pulling it all together