Effective Sales and Marketing Administration Training

This Sales and Marketing Administration Support Training is designed to get the sales and marketing department organized and efficient in delivery of results, equip the sales and marketing personnel, Back Office Support staff and Secretaries with the necessary skills to get the best out of the sales and marketing activities of a sales-oriented organization.

This training is recommended for all core sales, marketing and support staff to attend

At the end of the training, attendees will be able to:

• Design and Building the right sales strategy
• Hire the right team
• Create the right compensation plans, territories and quotas
• Set the right projections
• Motivating their team
• Track revenue against goals
• Resolving conflicts
• Train and coach sales reps
• Manage processes
• Getting the sale!

COURSE CONTENT

Sales management and the marketing mix

• Sales management defined
• Sales management functions
• The position of personal selling in the marketing mix
• The sales competency model
• Major mistakes sales managers make
• Planning, strategy and organization
  • Sales planning fundamentals
    • 'SWOT' analysis
    • Formulating sales strategies
    • Sales forecasting techniques

• • Organizing the sales force
    • Structuring and deploying the sales force
    • Territory design, allocation, and management
    • The build-up and breakdown (territory design models)
    • Key account management: best practices
    • Account analysis methods 

Sales process management

• Understanding the psychology of the buyer
• Characteristics of successful sales people
• Identifying the components of the sales process
• Selling 'ASAP'
• A framework for change in the sales force
• The customer driven sales force

Team leadership and motivation

• • The team development cycle
  • Identifying team roles, strengths and weaknesses
  • Coaching sales people for peak performance
  • The sales coaching process
  • Leadership principles and skills
  • Situational leadership
  • Motivation guidelines and principles
  • The motivation mix

Sales performance management

• The critical importance of setting standards
• Types of standards
• Characteristics of an effective appraisal system
• Criteria for results based evaluations
• Qualitative and quantitative measures of performance
• Sales evaluation models

FOR WHOM:

Sales analyst, account managers, sales managers, marketing professionals and others who perform related functions.

TRAINING METHODOLOGY

The training methodology combines lectures, discussions, group exercises and illustrations. Participants will gain both theoretical and practical knowledge of the topics. The emphasis is on the practical application of the topics and as a result participant will go back to the workplace with both the ability and the confidence to apply the techniques learned to their duties.