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Objectives
 Organizing efficiently your business actions
Developping your sales ability, with an impact on human motivation
Subtly set up tools to measure business productivity
Concerned people
business managers
CEOs
To a greater extent, every person dealingl with business activities
Knowledge required
Management ability
Duration
3 days. Possible to be individually coached.
Pedagogy
Lecture
Experience shared with participants
Practical exercises:
Experienced situations study (from the particicpants or suggested)
Game: Multiple-Choice Questionnaire
Filmed and analyzed role-plays
Practical tools use
Self-evaluation form |
Know-How acquired- Programme
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Creating a clear strategy - Supervise smartly |
ORGANISING YOUR SALES FORCE
 Business director, the function specificities
Activities to cover – Know-how, knowledge and required qualities
Ways and imaginable keys – Collaboration with other business units
Supervise marketing
Be in sync with strategic marketing
Manage mix marketing for your salesmen
Manage operational marketing
Organizing business activities
3 main ways to manage – Seizing sales force
Set objectives to your salesmen
Design sales objectives
Necessary precautions to set objectives
Set up a business action plan
Recruit your salesmen
How to look for valuable candidates?
How to properly deal with the selection steps?
Coaching the new salesmen
CONTROL YOUR SALES FORCE
Make your teams trust you – Develop your leadership
Emphasizing personal contact
Providing good tools
How to motivate?
The different leadership styles
Business change management
Understand which mechanisms slows down changes
Change management techniques
Control your sales force
How to make the control principle accepted
Establish a measure system
Smart control, self control
When should you control?
The sales force’s Information System
The salesman’s Information System
Computerize your sales force
Set up a personal action plan
Self-analysis and participants’ diagnosis
Improvement objectives |
