Course Overview
Managing sales in any company is a challenge; managing sales in an early-stage business doubly so. In very early-stage businesses what is described as ‘sales’ is almost always a lot closer to ‘business development’. The management team and the sales and business development managers are all trying to validate the assumptions made and the new processes developed over the preceding months. Whoever is leading the sales process needs perpetual positivity, endless enthusiasm, cold objectivity …….and a process.
We depend on you to bring the first three qualities. This course will provide you with the fourth essential: the tools, insight and known good processes. What you have to do is to refine the best practice processes we provide and make them work for the particular requirements of your business.
This course is divided into 2 sessions, together totalling some 110 minutes learning. In the first session we look at how you can segment your opportunity, to allocate targets to sales managers which enable the team to achieve their objectives, even as some individuals fall short. We look at the metrics you need to apply when evaluating each opportunity with your sales managers, for B2B, SAAS and for B2C /D2C sales.
In the second session we look at how you can build to target by focussing each sales manager on their ‘Top 5’ or ‘Top 10’ opportunities in each period. We examine different ways in which you can forecast sales achievement for each Quarter and how you manage concessions and ‘development’ opportunities.
The two sessions in this course total around 2 hours duration. Each session includes an AV presentation, with a full-featured media-player, presentation deck, textbook and case studies including example Compensation Plans for Sales Managers, copies of InCoTerms2020 for use in preparing quotations and invoices, and a list of suggested CRM’s you might use. This course requires you bring a clean note book or notepad, several pens or pencils and space to think.
