With business transformation taking place all over the world, the selling profession is in a massive state of change. Old ways of selling is being challenged in the digital era where the internet, globalisation and commoditization of entire products and services have resulted in the sales person losing control as the driver of the sales process. 

The challenging business environment has placed tremendous pressure on sales force to deliver results and become ruthlessly efficient. The economic pressure in our business environment demands that sales organisation become more efficient and effective while reducing cost and the sales people to be more productive, doing more with less. The right tools and sales strategies can help organisations reduce costs and enjoy increased productivity and sales performance.

Learning Outcomes:

• Understand the Challenges to Sales Productivity and Performance
• Identify Unproductive Behaviours and Activities that Inhibit Sales Performance and Productivity
• Reinforce Effective Sales Behaviours that Increase Sales Productivity and Performance
• Align Technology and Processes to Increase Sales Performance and Productivity
• Identify and Use Current Digital Technologies to Increase Sales and Productivity
• Pinpoint Performance Gaps and Develop Coaching Plans to Improve Sales Productivity and Performance

Course Outline:

Day 1

• Changes and Challenges that Impact Sales Performance and Productivity
• Dimensions of Superior Sales Performance in Current Business Environment
• Different Aspects of Sales Productivity that Impact Sales Performance
• 5 Critical Skills in a Shifting Business Landscape that Impact Sales Productivity
• Key Drivers for Sales Performance and Productivity
• Critical Factors to Consider in the Sales Improvement Process – Recognising Specific Causes
• Behaviours and Habits of Top Sales Professionals that Influence Performance and Productivity
• Managing Behaviours in the Performance Cycle – Avoiding Psychological Performance Traps

Day 2

• Auditing Sales Processes – Preventing Resources Drain and Increased Costs
• Maximise Selling Time – Activity Management vs. Time Management
• Critical Performance Measures that Companies Use to Assess Sales Productivity
• Establish, Manage and Measure KPI’s that Drive Sales Success and Productivity
• Leveraging on Technology and Social Media to Increase Sales Performance and Productivity
• Build Digital Relationship and Use Digital Technologies to Increase Sales and Productivity
• Benefits and Pitfalls of Using Social Networking as a Tool for Increasing Performance and Productivity
• Getting Sales People to Agree on Performance Changes – Coaching for Performance and Productivity

Who Will Benefit?

Sales Personnel and Executives, Marketing Executives, Managers and Team Leaders who would like to achieve higher sales productivity and develop sales skills and competencies to increase profitability.