Evaluating and Redirecting Sales Performance
By Emilio Macasaet III
PROGRAM CONCEPT
This webinar is designed for sales professionals seeking to master the art of sales performance analysis. You'll learn various methods to dissect sales data, effectively utilize performance and activity metrics, obtain insights to craft better strategies and plans. The seminar offers practical tools and templates, enriched with case illustrations and interactive workshops. This hands-on approach ensures that you can immediately apply your newfound skills in real-world scenarios, enhancing your ability to make data-driven decisions for strategic sales growth.
Relevance: The demand is surging to sharpen the analytical acumen of sales teams in data analytics - a crucial yet often overlooked skill set essential for gaining a competitive edge. This webinar is designed to enhance participants' proficiency in data analysis, pinpointing problems, and crafting solid plans and strategies, aiming to transform them into more adept and strategic thinkers in the competitive landscape.
Uniqueness: The distinctiveness of this program is found in its straightforward and efficient methods for performing diverse data analytics, tailored for salespeople who are not data scientists or specialists. It offers approaches that are easily understandable and applicable for them.
Believability: Participants will gain from the facilitator's deep expertise in data analytics and his collaborations with top data scientists. The seminar goes beyond theory, highlighting real analytical projects the facilitator led for major firms. These case studies showcase the power of data analytics in sales planning, linking theory to real-world applications.
MODULES AND KEY TOPICS
Key Topics:
Data Analytics and Statistical Tools made simple for Salespeople
Observation: What, where, when, how it happened (Hindsight)
Interpretation: Why it happened (Insight)
Prediction: What will likely happen (Foresight)
Recommendation: What we can do about it (most valuable)
Commonly used Application Tools today
Key Topics:
Group Dynamics: Actual Data to analyze
Pain Points in The Customer Deciding Journey
Testing the problem statement (is this really the problem?)
The Slow Elevator: Problem framing and solution space
Sales Templates as a tool for analysis
Case Illustration: identify the strategic problem
Key Topics:
Process: What? So What? Now What?
Pyramid Method: How to design solutions
Activity and Performance Metrics
Testimonials
Schedule
Who Should Attend
This seminar addresses the needs of professionals who are not only interested in understanding sales data but also in applying this knowledge to improve sales performance and business outcomes. They are: Sales Managers, Sales Representatives, Sales Analysts, Marketing Professionals with sales focus.
Methodology
2 (3-3.5 hrs) learning sessions
Lectures / discussions (Q&A)
Break-out sessions / plenary discussions
Emilio Macasaet III
Partner and Chief Channel Marketing Strategist
Author of 3 best-selling books (Distributor Management, Key Account Management, and Trade Marketing)
Agora Awardee for Marketing Education (2023)
Worked in top companies such as Gillette, Nestle, L'Oreal, Metrolab, and RFM (as VP of Sales and Distribution).
Marketing Professor at the Ateneo Graduate School of Business (AGSB).
Consultant and trainer for clients across Asia.
Attended an executive program on Marketing Channels at Kellogg School of Management, Northwestern University, Chicago.