Sales Process Facilitated Enquiry
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The course was very effective in sorting out the thought procedure and identifying areas for improvement. They train us in excel, table discussion and assesed timely to measure the growth.
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I regert that I shoukd have done the course before hiring the salesperson.
← | →
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The course taught great things which can be put in real practices and grow.
← | →
Event
Blended
Description
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Type
Event
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Level
Intermediate
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Methodology
Blended
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Duration
Flexible
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Start date
Different dates available
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Support service
Yes
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Personal tutor
Yes
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Virtual classes
Yes
Sales Process Improvement Facilitated Enquiry is a structured method for evaluating organisational effectiveness against established best practice.
It examines sales process steps, governance, measurement, and maintenance from the set of eight functional perspectives illustrated.
Comparing current practice with commonly established ‘best practice’ reveals improvement opportunities.
It leads to the preparation of detailed change management plans that improve the sales process steps, governance, measurement, and maintenance for selected perspectives.
Cut the cost of selling, improve business predictability, and increase sales performance through a process of managed change.
Facilities
Location
Start date
Start date
About this course
All those who normally participate in sales policy decisions
Those responsible for management or supervision of sales people
One or more influential members of the affected sales teams
Managers of groups who support sales, processing orders, or deliver solutions
Anyone else who is likely to be concerned about changes in the way salespeople work
Unique methodology that empowers sales leaders to create a consensus for improvement in sales their sales process.
Potential for complete facilitation of the change management process.
When you request information, you will receive the programme data sheet and an invitation to speak with the consultant lead the process. If you have provided a telephone number, we will call you to answer any questions and share more about the process.
Reviews
-
The course was very effective in sorting out the thought procedure and identifying areas for improvement. They train us in excel, table discussion and assesed timely to measure the growth.
← | →
-
I regert that I shoukd have done the course before hiring the salesperson.
← | →
-
The course taught great things which can be put in real practices and grow.
← | →
Course rating
Recommended
Centre rating
Student Reviewer
Student Reviewer
Student Reviewer
This centre's achievements
All courses are up to date
The average rating is higher than 3.7
More than 50 reviews in the last 12 months
This centre has featured on Emagister for 15 years
Subjects
- Sales Process
- Sales Process Facilitated Enquiry
- Sales Best Practice
- Sales Improvement Process
- Sales Prospecting Best Practice
- Sales Opportunity Qualification
- Sales Opportunity Management
- Key Account Management
- Sales Call Planning
- Sales Process Improvement
- Sales Method Improvement
- Change Management
- Sales
- Process Improvement
- Sales Training
Teachers and trainers (1)
Clive Miller
Managing Partner
Achieving sales targets has been the focus of Clive’s working life. His sales career began in 1977. Over the last thirty years he has sold the products, services, and solutions of Intel, DEC, IBM, Sun Microsystems, and SGi. He is the author of most SalesSense training material and writes about selling for magazines and newsletters. From the launch of SalesSense in 1996, Clive has directed the company’s development. As a consultant, sales trainer, speaker, and coach, he has helped hundreds of companies and thousands of people increase their sales success.
Course programme
In the workshops, improvement project champions step forward to lead adopted initiatives.
The consultant facilitates the process, substantiates best practice, and supports the ongoing transformation.
The method is completed in seven steps. The first six can be conducted consecutively or spread over a few of weeks. Workshops can take place online or face to face
The Benefits
Implementation leads to increased profit margins, more accurate sales forecasts, and increased sales performance. Depending on the starting position, percentage improvements can be in double digits.
Sales Process Improvement Facilitated Enquiry aids leadership teams in:
- Identifying actionable improvement opportunities
- Prioritising the most important
- Appointing project champions
- Preparing change management plans
- Implementing the plans
- Initial briefing – participants join a conference call to learn about the process and ask any questions.
- Assessment – participants complete the Sales Process Improvement Facilitated Enquiry assessment to identify the level of current practices compared with commonly held best practice. This normally takes each person 10 to 20 minutes.
- Positioning Review – participants meet to review the assessment results and reach consensus on their company’s effectiveness position for each of the eight functional perspectives. This usually prompts a lot of discussion and examination of current governance and behaviours.
- Priority Review – participants meet to decide which improvements should be initiated and who should lead each improvement initiative.
- Plan Creation – participants meet to support development of a practical improvement action plans. This begins with syndicate groups who work with improvement project leaders to develop an initial plan for each project. Each plan is then subjected to a plan review by the whole group. Improvements are incorporated in the plans.
- Project Launch – Each improvement project leader presents the committed plan for their project.
- Project Reviews – These are follow-up meetings of the whole group to review the progress of each project and discuss how to deal with any unforeseen obstacles.
Sales Process Facilitated Enquiry