Course Overview

Unlike the traditional way of selling, today sales are all about understanding client issues and bringing out solutions on the table which will cause a win-win situation for both parties. Businesses are always prone to fluctuations with a rise and a drop in profits.

Sales Executives have to constantly acquire new opportunities and build on existing opportunities to generate profitable numbers. You will be responsible for gaining positive returns for your business.

A performance number is driven and a well-trained sales team is very important for any business. This will help the company grow quickly in a short span, generating increased revenue.

In this highly competitive market and business environment, do you want to be groomed to become an effective Sales Executive or a dynamic Sales Manager? Here is a course that will empower you with new ways of thinking towards selling, and enhance your skills to become an effective Sales executive/manager.

In this Certificate in Sales Management Training Course offered by Zoe Talent Solutions, you will learn powerful practices to keep pace with all the challenges faced by the sales force in the industry.

This training program covers practical skills and knowledge to achieve targets and increase sales profits. You will learn how to be successful in cross/up-selling and influence resistance from the buyer.

It will empower you to achieve high levels of performance in sales management only by applying a few powerful principles and sharpening your sales and communication skills. Gaining a competitive edge over your competitors is the only way to expand and gain profitability for your business.

This program will cover all that you need to know about sales management, right from the steps of preparing, planning, strategy, communications and negotiations, relationship building and networking, and also the skills to deal with sales resistance and objections.

The final objective of the Sales Executive is to close the deal with the best pricing and on the other hand ensure total satisfaction for a repeated business relationship.

Course Objectives

By the end of the Certificate in Sales Management Training Course, participants of this training course will be able to:

• Comprehend the different facets of sales management
• Understand how to balance sales strategy with delivering excellent customer satisfaction
• Understand the psychology of buyers and the impact of selling skills
• Discover the art of writing influential proposals that be informative and compelling
• Plan efficient introduction and deal closing techniques
• Discover the significance of planning and time management skills in a sales environment
• Implement the forecasting tools to expand market reach and boost sales results
• Identify buying signals and make the most of it
• Capitalize opportunities for upselling and cross-selling during the process of a sale
• Understand and examine the buyer needs analysis
• Enhance your questioning techniques to better understand the buyers’ requirement
• Master the art to deal with objections
• Develop effective and impactful presentations that show results and ROI
• Learn the skill of building long and influential client relationships
• Set SMART goals and objectives, and the way to drive them
• Conquer stress and stay motivated
• Erect and structure a powerful and aggressive Sales Team
• Analyze the team and work towards maximizing the team’s strength
• Formulate effective compensation plan to boost motivation and results

Training Methodology

Zoe Talent Solutions has designed this result-oriented training program on the Certificate in Sales Management Training Course for professionals looking to have a very skilled and technique based training sessions.

This workshop uses a lot of real sales scenarios to sharpen your learning. The training is developed on the adult methodology of learning. Group discussions, QA sessions, and other practical sessions will be used to build on the learning objectives. A customized course can be designed based on the organization’s training requirements and individuals skill needs.

Zoe Talent Solutions follows the Do–Review–Learn–Apply Model in all our training programs, including a pre-course and post-course assessment to ensure your learning objectives are met.

Organisational Benefits

Organizational benefits of employees who take up the Certificate in Sales Management Training Course will be as below:

• Increased productivity through people management and delegation skills
• Effective plans are designed to target buyers and customer territories
• Develop leaders who drive sales and build an efficient sales team
• Foster higher caliber sales professional with reduced attritions
• Delivery of sales and its process management is faster and effective
• Team players keep the organization in the spotlight in the market
• Increased generation of profits with fewer and leaner resources
• The sales force is self-motivated internally
• Effective monitoring of sales activities and reporting
• There is an accurate estimation and delivery of sales forecasts

Personal Benefits

Participants who enroll in this Certificate in Sales Management Training Course will benefit in the following ways:

• Participants start to have a positive outlook in various aspects of life
• They win respect by building their management skills
• Develop into being effective managers of tasks assigned to them
• They master the art of communication and negotiation
• Individuals become a good decision maker and have a balanced mindset
• More maturity in the decisions that they take
• A boosted confidence level as they interact with people
• They outshine and distinguish themselves from others in a group
• Enhanced interpersonal skills are noticed
• They are well versed with numerical skills and mental analysis of a deal

Who Should Attend?

This course is suitable for professionals interested in learning sales techniques and also for those who have experience in sales. Anyone looking to get a hold of the practical side of sales and develop their interpersonal capabilities should enroll for this workshop.

Experienced sales managers, Business entrepreneurs, Sales Executives, Marketing professionals, Business Development Officers, and even client account managers, who want to sharpen their planning and delivery techniques, build interpersonal and leadership skills, become powerful decision-makers, motivators, communicators, should attend this sales management training.

Course Outline

Below are the course modules and the outline that would be covered during the Certificate in Sales Management Training Course:

Module 1: Understanding Sales Management

• Sales strategy concept
• Examining basic selling skills
• Concept of Key account management
• Relationships management: Importance
• Delivering exceptional customer service
• Assisting with Solutions, not Selling
• Building a Sales Relationship
• Tools for forecasting needs and achieving results
• Changing Business Environment

Module 2: The Science of Selling

• Psychology of selling
• Mind of the seller vs Mind of the buyer
• Factors influencing buying and selling
• Moving beyond the price
• Understanding the buyer
• Buyer thoughts and emotions: Behavioral Profiling
• First Impressions and Body Language
• Sales Questioning Funnel
• Delight Factor
• Science of Sales Measurement

Module 3: Mastering Sales Proposals

• Writing Sales Proposals
• Parts of a proposal
• Understanding the needs
• Building on the needs
• Get them to say it themselves
• Prescribing a convincing solution
• Drafting an effective and influential proposal
• Professional writing techniques
• Presenting your proposal

Module 4: Time and Task Management Skills

• Time and Area management
• Managing your time and your area
• Time Management Quadrant
• Prioritizing buyers and tasks
• Organizing and Planning
• Becoming an effective salesman
• Handling work pressure
• Work-Life Balance

Module 5: Importance of a Sales Attitude

• Power of positive thinking
• Improving attitude by improving habits
• Developing Emotional Intelligence
• Self-motivation and Sales Drive
• Motivators and de-motivators in sales management
• Developing a focused frame of mind
• Being motivated to solve problems

Module 6: Adding Value to Sales

• Adding value to your buyers
• Combining sales with excellent services
• Cross-selling and up-selling through Customer Satisfaction
• Building and maintaining long term relationships
• Gaining Buyer Trust
• Matching product/service features to buyer needs
• Creating your personal and organizational brand
• Dealing with difficult buyers

Module 7: Preparing Impactful Presentations

• Sales presentations and pitching
• Effective presentation skills
• Overcoming presentation challenges
• Placing the right pitch at the right place
• Satisfying the target audience
• Presentation of Results and Return On Investments
• Transactional versus consultative selling

Module 8: Sales Resistance and Objection Handling

• Reasons for resistance to a Sale
• Preparation is Key to Sales
• Overcoming Resistance
• Clearing up misunderstanding
• Keeping things simple and clear
• Negotiation skills
• Dealing with downsides and shortcomings
• Overcoming stalling

Module 9: Closing Sales

• Principle of Closing a Sale
• Closing – Using powerful words
• Keeping the Ball in Your Court
• Efficiency & Measurement in Sales
• Principles of Sales Efficiency

Module 10: Sales Driven Focus and Goals

• Setting SMART goals and objectives
• Identifying personal goals of the buyer
• Effective planning and Developing action plans
• Implementing the action plan
• Implementing an effective follow-up process
• Identifying Resources to Achieve Objectives

Module 11: Structuring a Powerful SalesForce

• Building a Professional SalesForce
• Preparing and Setting Standards for High Performance
• Recruiting the right talent for the right market
• Sales Best Practices and its Implementation
• Compensation Programs that drive superior Performance
• Plan for Turnover and Succession
• Tips and Techniques for a Powerful SalesForce