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Industrial Sales Leadership
Inventory Management
Improving Profitability
Pricing Optimization
Optimizing Distributor Profitability
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Industrial Sales Leadership
Leading Today's Industrial Sales Team.
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Program Overview
Selling is one of the core competencies of Distributors. Developing sales strategies, sales people and sales processes are the key to sales growth and profitability. This unique distribution focused sales development program focuses on proven approach to planning, development and sustaining a sales force. This course offers structured sales force development methodologies and tools.
Learning Objectives
This program will address:
- What is the role of Sales Force in the Supply Chain?
- How to develop sales strategies, goals and objectives?
- How to maximize margins?
- What is sales process definition?
- How to establish an agile and successful price matrix?
- How to manage conflict in sales force?
Program Outline
Developing Sales Strategies / Tactics / Goals / Objectives
- Determine and document the Definitions
- Improving Written and Verbal Communication
- Internal & External Alignment
Sales Forecasting & Budgeting
- Why Budget?
- Data Gathering
- Budgeting Methods
- Rationalization of Sales Budgets
- Vertical Segment Forecasting
- Product, Supplier, Customer Tie Ups
Growing/Increasing Sales & Profits by Analyzing/Developing Target Markets
- Cost of Sales
- Identifying the Potential Customer
- Prioritizing Sales Potentials
- Sizing the Market
- Matching Players (Skill Sets) to Clients
- SPIFFS & Bogeys
Sales Process Definition & Development
Motivation & Compensation
- Sales Territory Design and Development
- Pros & Cons of Transactional vs. Relational Sales
- Negotiation Techniques for the Branch Manager
- Employee motivation
- Employee retention
Managing Conflict within the Sales Force
- Areas of Conflict
- Manifestations of Conflict
- Conflict Resolution Methods
- Conflict Outcomes
- Dealing with emotions
- Types of Power
Training and Development for the Sales Force
- Development Plans
- Bench Strength
- Dirty Dozen Assessment
- PDCA (DISC)
Key Takeaways
- Understanding how to set Sales Strategies, Goals and Objectives
- Understanding Sales Force Recruitment and Retention
- Sales Forecasting and Budgeting Methodologies and Policies.
- Sales Process Definition and Development
- How to manage conflicts in Sales Force
Benefits
- Increase sales force capabilities to optimize effective sales techniques.
- Increase sales by properly deining, planning, and developing sales force.
- Integral to the program is the interactive sessions bringing participants together to identify key elements and then working through problems to a sound solution to take back to their organizations.
Who should attend?
- Sales Managers
- Sales Professionals
- Branch & Regional Managers
- Distribution Management Professionals
- Distribution Operational Personnel
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Program Dates
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27 - 29 January 2009 |
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26 - 28 January 2010 |
Cost
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US $1,900/person
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Call us for discounts on 2 or more participants from the same company
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Registrations
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Registration
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Brochure
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 PDF (216 KB)
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