Certificate in Strategic Sales Management Training Program

Why select this training course?

Businesses are conventionally prone to fluctuations with rising and falling profits. Sales managers must build innovative and creative strategies to generate profit margins for businesses while reducing losses. Unlike traditional selling techniques, modern-day sales management focuses on understanding customer challenges and proffering acceptable solutions to both parties. The Rcademy Certificate in Strategic Sales Management Training Program will provide participants with the basics of sales management and how to create strategies for sales management. The course also covers practical skills and knowledge required to increase sales profits and how to influence and manage customer resistance. Participants will also learn effective sales proposals, the science of selling, and gaining and using a competitive advantage. Effective communication skills, sales management principles, and building a customer-focused sales team are also focused on effective communication skills.

What are the key elements of sales management?

Sales management is designing a sales force, implementing sales methodologies, and coordinating sales operations that allow businesses to meet and surpass their sales targets. Companies looking to have a healthy turnover in revenue must prioritize sales management for better returns. The secret to business success lies in effective sales management processes regardless of the industry. This starts with an excellent sales manager who can lead and inspire the sales department. In addition, the sales management system enables employees to state in tune with changing trends in the industry and can make a difference in surviving a highly competitive marketplace.

Some of the key components of sales management include:

• Sales strategy
• Sales operation
• Sales Analysis

What is the sales management process?

An effective and successful sales management process encompasses opportunity and lead management, sales reporting and forecasting, and management methodologies that empower sales representatives and managers to meet and surpass their targets. The sales manager plays a central role in the sales management process and directly controls and supports the sales force. Their primary roles include:

• Formulating a sales management strategy to attain those goals
• Implementing the strategy while motivating and managing employees
• Analyzing and reporting on the results of the strategy

Who should attend?

The following individuals should attend The Rcademy Certificate in Strategic Sales Management Training Program:

• Sales managers are responsible for managing and leading the sales team to achieve their sales targets
• Finance managers are responsible for developing financial reports, direct investment activities, and long-term financial goals
• Marketing professionals tasked with finding the most effective methods for attracting clients and generating cash for their businesses
• Public relations officers are responsible for responding to requests and inquiries from media outlets or platforms and maintaining the positive image of the company
• Human resources managers are responsible for coordinating every administrative activity, designing recruitment strategies, and onboarding new employees
• Business development officers are responsible for evaluating past and current financial data and offering strategies that boost revenue
• Finance managers are responsible for developing financial reports, direct investment activities, and long-term financial goals
• Financial officers in charge of a company’s financial transactions
• Financial analysts are responsible for giving corporations or individuals sound advice on business investment decisions
• Risk Officers are entrusted with identifying and mitigating major competitive, regulatory, and technical threats to an organization’s capital and profits
• Every other person interested in learning about strategic sales management

What are the course objectives?

This training course is geared towards assisting participants in attaining the following objectives:

• Understand the basics of sales management and the techniques of sales management
• Learn about the psychology of buyers and the effects of selling skills
• Understand how to plan effective introduction and deal-closing methods
• Learn how to balance sales strategies with delivering quality customer satisfaction
• Discover the art of writing effective sales proposals that are compelling and informative
• Recognize buying signals and how to make the most of it
• Implement forecasting to expand market reach and enhance sales results
• Learn how to understand buyer requirements using questioning techniques
• Learn the skills for developing influential and long-term customer relationships
• Learn how to set SMART objectives and goals and how to drive them

How will this course be presented?

This course is curated to meet participants’ satisfaction while improving their knowledge and skill; it is purely participant-oriented. Different practical approaches that will ensure active and constant learning by the attendees will be utilized to deliver the course. Experts who will teach the course within this field have gathered numerous experiences and practice. The course’s modules are curated from extensive and in-depth research on the subject matter.

The Rcademy Certificate in Strategic Sales Management Training Program includes theoretical and practical learning by providing slides on the concept, case studies, real-life scenarios, and lecture notes. In addition, participants will be able to partake in seminar workshops, quizzes, presentations, and regular feedback on lessons learned to confirm their optimum satisfaction.

What are the topics covered in this course?

Module 1: Introduction to Sales Management

• The concept of sales management
• The concept of key account management
• Tools for forecasting
• Basic selling skills
• The DNA of complex sales
• The key stages of a complex sale
• Building a sales relationship
• Importance of sales management
• Components of sales management
• Sales strategy concept
• Rendering exceptional customer service
• The changing business environment

Module 2: The Value of a Sales Attitude

• The power of positive thinking
• Building a focused frame of mind
• Building emotional intelligence
• Self-drive and self-motivation
• Improving attitudes by improving habits
• Motivators and de-motivators in sales management

Module 3: The Science of Selling

• The psychology of selling
• Factors influencing buying and selling
• First impressions and body language
• Moving beyond the price
• The mind of the seller vs the mind of the buyer
• Understanding the buyer
• Delight factor
• Buyer emotions and thoughts
• Behavioral profiling
• The Science of sales management

Module 4: Managing a High-Performing Sales Team

• Recruiting high-performance salespeople
• Managing employee turnover
• The interviewing, qualifying, and hiring processes
• Planning and executing successful sales meetings
• Team-building techniques to boost mutual support and teamwork

Module 5: Handling Sales Objections and Resistance

• The reasons for customers’ resistance to sales
• Negotiation skills
• Preparation is key to sales
• Keeping things simple and clear
• Overcoming stalling
• Overcoming resistance
• Dealing with shortcomings and downsides
• Clearing up misunderstanding

Module 6: Powerful Strategies for Motivating Salespeople

• Consideration for building a sale contest
• Leadership Traits of successful sales managers
• Factors that motivate and demotivate salespeople
• Abraham Maslow’s Hierarchy of Needs
• Planning and implementing effective sales meetings
• Mentoring and coaching skills to boost productivity

Module 7: Adding Value to Sales

• Adding value to customers
• Dealing with difficult buyers
• Gaining buyer trust
• Combining sales with exceptional services
• Building a personal and organizational brand
• Cross-selling and up-selling
• Building and preserving long-term relationships

Module 8: Mastering Sales Proposals

• Writing a sales proposal
• Component of a proposal
• Drafting an influential and effective proposal
• Building on the needs
• Presenting the proposal to stakeholders
• Professional writing techniques

Module 9: Preparing Influential Presentations

• Sales pitching and presentations
• Transactional and consultative selling
• Effective presentation skills
• Satisfying the target audience
• Overcoming presentation challenges
• Placing the correct pitch in the right place

Module 10: Closing Sales

• Principles of closing a sale
• Principles of sales efficiency
• Keeping the ball in your court
• Closing with powerful words
• Measurement and efficiency in sales

Module 11: Communicating an Effective Marketing and Sales Message

• Practicing active listening
• Understanding body language gestures
• Overcoming common communication barriers
• Questioning skills to uncover client expectations
• Recognizing your communication and leadership style
• Telephone tips to enhance sales and marketing effectiveness