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As a sales leader, how do you build a winning sales team that consistently maximizes your business potentials?
High-performance teams win because they 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 frameworks and tools that you can use to redefine your sales team and identify stages toward a winning sales organization.

 

Key benefits for participants
Each participant will learn:

• a better understanding of the different elements that make a winning sales team
• a better alignment of the team's structure to the strategy
• different perspectives from different companies and industries largely obtained from the discussions

Key benefits for the company
The company will gain:

• a deeper 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.
• a highly motivated sales force

Program Concept
YOU'RE ONLY AS GOOD AS YOUR WEAKEST LINK! Great sales teams are not accidental. Learn how it starts from recruitment and selection, to training and coaching, to structure and motivation all the way to measures and controls.

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 should provide participants with relevant and practical insights.

 

Program Overview
Module 1: Framework For Marketing Strategies And Sales Strategies

• Current Trends And Themes In Sales Leadership
• The Components Of A Sales Organization

Module 2: Recruitment And Selection Strategies And Tactics

• How Recruitment And Selection Affect A Salesperson's Performance
• How To Develop A Selection Criteria (With Examples)
• Interview Styles To Avoid
• Examples Of Best Interview Questions

Module 3: The Principles Of Motivating, Coaching And Training To Win

• How Training And Motivation Affect A Salesperson's Performance
• Coaching Framework
• The 21st Sales Leader As Coach
• Span Of Control In Supervision
• How To Allocate Coaching Time (Exercise)
• Different Approaches To Motivating Your Sales Team

Module 4: Strategic Approaches To Designing And Sizing The Sales Force

• Different Designs Of Winning Sales Teams

Module 5: Critical Performance Areas To Evaluate And Control

• Key Performance Areas To Be Evaluated
• Written Sales Policies And Procedures

Case Examples From The Following Products / Industries Shall Be Cited:

• Cosmetics
• Food and Beverage
• Telco

Case Examples Of The Following Scenarios Shall Be Discussed:

• Designing A Sales Organization
• Developing Incentive Schemes
• Training Approaches For Results

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.

Recent participants include:

• Senior Vice Presidents of Equitable PCIB
• 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