Sales performance improvement workshop

The sales accelerator masterclass - an In-House Training Company performance improvement workshop Overview
This performance improvement workshop will help you develop and manage a high-productivity sales team. You will be shown advanced techniques to guide your team to sell high-value, complex solutions to increasingly discerning and sophisticated customers - both new and existing - more effectively.
Format
A highly interactive two-day course involving practical exercises, role play, case studies and, if possible, specific examples from your company.
Special features
The more advance access the trainer has to examples from your company, the more focused and beneficial will be the participants' learning experience.
For maximum impact, it is recommended that the trainer spend some time with you analysing your current sales productivity, so that the programme can focus on those areas that could deliver the greatest benefits.
Course outline

1. Sales genius: identifying and developing sales winners
   • The personal qualities of top business producers
   • Defining the attitude and personality needed to achieve consistent sales success
   • How to find and spot them when recruiting new sales people
   • How to develop them in your existing sales people
2. Sales productivity
   • The key measures that make the biggest impact
   • How to measure, monitor and improve it - what works and what doesn't
   • Simple sales planning and analysis tools that get big results
3. Sales goal-setting: the magic formula
   • How to set individual and team sales objectives: a four-step process
   • Developing standards for quantity and quality
   • The psychology of goal-setting - tips and tricks of top performers
   • How to 'sell' high targets to your team
4. Sales opportunity pipeline management - the manager as mentor
   • How to increase the accuracy and focus when qualifying and analysing sales opportunities
   • Using a more scientific approach to remove the luck in developing sales tactics and strategy
   • Why 'hope is not a strategy' - how to create a 'killer' instinct and action-orientation to progressing sales
   • Practical methods and tools to winning the 'end game'
   • Plus closing tools and techniques that really work
5. Value-based selling - changing the sales approach and culture
   • Why 70% of attempts to implement 'consultative selling' struggle and often fail
   • How to get sales people to stop selling and help their customers make better buying decisions
   • Case studies of successful value-based sales approaches
   • Coaching sales people to use great sales questions that create, develop and close complex sales opportunities
   • How to use business need-based selling to open doors and prospect for new business
6. Differentiation
   • Templates and worksheets that will help you and your sales people differentiate your organisation and solutions clearly and accurately with all clients
   • Translating features and benefits into compelling business value statements
   • How to build high-quality product, customer and product knowledge in your sales team
7. Practical sales team development strategies
   • Qualifying and managing key influencers with a complex sale
   • The manager as business coach - how you can help sales people help the customer to make quicker decisions
   • Developing a sales plan for each sales person - quickly and efficiently
   • Identifying the 'missing link' - what is it that sales people don't know or are not doing?
8. Identifying and exploiting opportunities for up-selling and cross-selling
   • Tools and techniques for developing a tactical account business plan for your team or division
   • Coaching your team to gain referrals and build incremental business
   • Structuring your solutions and sales strategy to maximise customer potential and spend