THINK DIFFERENTLY. SEE THINGS DIFFERENTLY. DO THINGS DIFFERENTLY.

7 Building Blocks of a Winning Sales Team

As a sales leader, how do you build a winning sales team that consistently maximizes your business potentials?  Is there a Framework to follow?

High-performance teams win because they employ the right sales strategies, effective sales designs, and have excellent leaders and members who are talented, possessing the right combination of skills, attitudes, and enthusiasm to go out and win.  In clear and simple approach, this 2-day intensive seminar delivers answers by presenting seven (7) building blocks as frameworks to redefine your sales team and identify stages toward a winning sales organization.

Key Benefits to Participants
Each participant will learn:

  • How to develop effective sales strategies and sales force designs through the seven (7) building blocks that make a winning sales team
  • How to align sales strategies and structures with the firm’s overall marketing intention
  • How other companies and industries (both local and multi-national firms)  transformed themselves from mediocre sales forces to winning sales teams.

Key Benefits to the Company
The company will gain:

  • Relevant and more focused approach in designing a winning sales team – a team that effectively generates revenues, efficiently manages costs, adaptable to evolving situations and has flexibility to change quickly.
  • New insights to developing a winning sales team.

Program Concept
YOU’RE ONLY AS GOOD AS YOUR WEAKEST LINK!

Great sales teams are not accidental. Learn how it starts from strategic investing in a sales force structure and design, BAR-designed recruitment and selection, innovative training and coaching, to individualistic and corporate motivation programs, all the way to performance metrics and evaluations.

Activity workshops that direct participants to conduct active adult learning activities on their own follow each topic to enhance the creative learning process This includes numerous examples of current practices from different companies that will provide participants with relevant and practical insights.

Program Overview  
Module 1:  Framework in Formulating Sales Strategies and Designs

  • Current Trends and Themes in Sales Leadership and Sales Structures
  • Introduction to the 7 Building Blocks of a Winning Sales Team
  • Why Sales Organizations Need to Focus on Process Rather than Outcome
  • How to Formulate Go-to-Market Strategies and Sales Force Designs
  • How to Effectively Utilize Technology as a Great Sales Force Enabler
  • Case Examples of How Other Companies Use Different Sales Force Designs (Learn from their pitfalls)

Module 2:  Strategic Recruitment and Selection Using The BAR

  • Why Companies Fail to Train Their Sales Forces
  • How to Recruit Right Candidates
  • How to Develop a Selection Criteria (with examples)
  • Interview Styles to Avoid
  • Examples of Best Interview Questions Using the BAR Tool

Module 3:  Innovative Motivating, Coaching and Training Approaches

  • How Training and Motivation Affect a Salesperson’s Performance
  • Using Innovative Coaching Framework
  • Different Approaches to Motivating Your Sales Team

Module 4:  Critical Performance Areas to Evaluate and Control

  1. How High-Performance Teams Formulate and Evaluate Metrics
  2. Low Impact to High Impact Performance Areas to Be Evaluated
  • Must-Have Written Sales Policies and Procedures

Who Should Attend 
Sales Managers, Supervisors and Executives as well as Marketing and Brand Managers will largely benefit from this seminar.


What Our Past Participants Said
“I really enjoyed this seminar.  It really helped me a lot in improving our sales as well as our company. I do hope to attend other seminars again. “
– Cynthia Malabanan, business development officer, Best Products Marketing

“Topics discussed were well-presented in accordance with real situations.” 
– June Cruz, regional sales manager, Fonterra Brands, Phils.

Past participants include:

  • Senior Vice Presidents of Equitable PCIB
  • General Manager of Mead Johnson South China
  • AVP of Aboitiz One
  • AVP Advertising of Philippine Daily Inquirer
  • AVP of HKR Equipment
  • National Marketing Manager of Aquasur Resources
  • Sales and Marketing Manager of Keystone Solutions
  • Marketing Manager of iGlobe Technology
  • Sales Director of Sara Lee Direct Selling Philippines
  • Regional Sales Manager of Ideal Macaroni
  • Regional Sales Manager of Consolidated Industrial Gases, Inc.
  • Industrial Sales Manager of Total (Philippines) Corporation
  • District Sales Manager of Zynova Pharmaceuticals
  • Sales Manager of Electrolux Phils.
  • Sales Manager of JG Summit
  • Sales Manager of Jocker’s Foods
  • Senior Account Manager of SQL Wizard
  • Area Manager of Chevron Phils.
  • Area Sales Manager of Fonterra
  • Area Manager of Smart Communications
  • Managers of One Philippine Silver Corp.
  • Sales Supervisor of LuxAsia
  • Marketing Operations Officer of Planet Infinity
  • HR Associate of Petron Corp.
  • Sales Supervisor of Khumbu Enterprises

About the Speaker
EMILIO MACASAET III
Partner and Chief Distribution Strategist
Mansmith and Fielders, Inc.

President of his own two distribution companies; have organized and set-up different distributor networks, former VP sales and distribution of RFM, former national sales manager of L’Oreal, a part time professor of De La Salle Graduate School teaching Distribution Management, rose from the ranks of different companies (Nestle, Gillette, MetroLab). Attended an executive program on Marketing Channels at Kellogg School of Management, Northwestern University, Chicago.

 

All programs can be done in-house and customized to fit the training needs of your company. We also have more courses exclusive for in-house seminars. For more details please call Alice Torres at (02)584-8989 / 0917-6271888 / 0918-81-168-88. You may also email  info@connectingmavens.net