IN-COMPANY TAILORED SALES DEVELOPMENT PROGRAMME
INTRODUCTION
At Kingsway we believe that the growth and profitability of business is in direct proportion to the ability of people to sell and directly influence customers to purchase a product or service. Our expertise is to recognise the opportunity to improve sales force practices and procedures, and to successfully develop people to realise their full potential.
ANALYSIS AND EVALUATION
Our work usually begins by undertaking an analysis and evaluation of the current Sales and National Account team operation, which focsuses on:-
- Management Time Planning and Objective Setting
- Understanding and Implementation of Company Mission, Vision and Strategy
- Audit of Performance Management Systems
- On-job Training Capabilities
- Account Management and Development
- Business Planning for all categories of customers
- Customer Business Presentations
- Customer Business Review Presentations
- Sales team controls
- Interface with Marketing
- Category Management
- Telesales
- Auxiliary Sales Support
- IT Support and Data Analysis
Our Senior Business Consultants work very closely with all levels of Sales and National Account teams and they are experienced in dealing with people, achieving maximum benefit from the analysis.
REPORTING
Our findings are reported with complete objectivity and security. Following our evaluation we produce a full observations and recommendations report, which describes the sales development opportunity and outlines a tailored programme that will improve performance and impact profit.
PROGRAMME IMPLEMENTATION
For a sales development programme to be implemented successfully it must have full support from our client's management team. Our approach is to adopt a close working relationship with the management team to promote 'ownership' of the programme principles, instilling the belief that 'on-job' training (explaining, demonstrating and positively reinforcing techniques) is the only way to guarantee successful implementation.
FOLLOW UP
Our philosophy is to introduce techniques on a stage by stage basis through the medium of 'on-job' follow up and evaluation, to ensure that new practices, procedures and skills are consolidated before moving on to the next phase of the programme.
WORK SYNOPSIS
The type of projects that we have undertaken recently includes:-
- Sales Development Workshops encompassing:-
Time Management and Planning Procedures
Call Reporting Routines
Job Descriptions incorporating KPI's and Core Competencies
Field Training Reports
Full Categorisation of Customers
Structured Sales Skills
Key Customer Management Skills and Techniques
Key Customer Business Reviews and Business Development Presentations
Negotiation Skills Workshop
- Sales Management Workshops to develop:-
Training the Trainer Skills and Techniques
Communication and Control
Effective Field Training Accompaniments
Giving Feedback and Measuring Performance
Management and Leadership
Motivation
Delegation and Problem Solving
Performance Reviews, Procedures and Documentation
Recruitment and Selection
- Telesales Workshops:-
Improving Customer Service Standards
Securing additional Sales and Increasing Profit
- National Account Manager Workshops:-
The role of the National Account Manager
Responsibilities and accountabilities.
The business mission linked to the strategic and tactical business account plan
The negotiation process and techniques
The "See-Saw" process
The concession planning process
The "concession giving" technique.
The control of the business interview linked to the planning process Setting clear objectives and achieving them.
The competition and the competitor analysis process
The business plan and the customer's business plan.
Tailored role play sessions
- Senior National Account Manager Workshops:-
Critical success factors/competencies Strategic business planning
The internal cross functional working process
The competition within our trade sectors. Do we really know them ?
The business plan 1 year or 3 year
The partnering process, partner or supplier?
The power balance, where does it sit?
The inverted butterfly process.
Team action to deliver the business plan
The future account strategy linked to the business mission
Growing our account profitability, reducing waste from our operation
The price of non conformance versus the price of conformance
Process and product innovation planning for account growth
- National Account Manager - Category Management Workshop:-
Category Management definition
What are customers looking for from their Suppliers in Category Management?
What is the Consumer looking for?
What is Category Management, why should we Implement the Process?
What are the benefits and the problems?
Delivering true Partnerships of Category Management through Internal Cross Functional Working.
Delivering the consumer, customer, and supplier process for all Trade sectors.
Building Trade Sector Strategies for category growth. How do we define the Category what is a category?
Research and Data collection
The next decade, how far ahead are we in our thinking?
Using data and Consumer Research for effective business growth
Category Management as a Production Process working tool
Category Management linked to improving the supply chain.
Offering the consumer product availability through the trade channel.
Profit analysis from the category within the Trade Sector
Category Management linked to improving the Stock Inventory and Business working capital.
Business Exercises
- National Account Sales Manager
Follow Up and Tailored Coaching and Mentoring Category Management - Building a company strategy - Strategic Marketing
- Project Management and Problem Solving
- National Account Sales Manager and Senior NAM's Workshop
Business Finance (Level one)
SUMMARY
Many of the above projects have been preceded by an analysis and evaluation of current practices. Our aim is to have direct impact upon results, and to significantly contribute to our client's growth and development.
To arrange an initial "free of charge" meeting to discuss in-company tailored Sales Development Programmes contact Alan Pepper by using the on-line enquiry form or telephone him direct on 01993 831165 or 07779 005408.
