How to Build a Winning Sales Team

By Emilio Macasaet III

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    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.

    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 for Companies

    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.

    Key Topics
    I. 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) 

    • 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

    • How Training and Motivation Affect a Salesperson’s Performance 

    • Using Innovative Coaching Framework 

    • Different Approaches to Motivating Your Sales Team

    • How High-Performance Teams Formulate and Evaluate Metrics 

    • Low Impact to High Impact Performance Areas to Be Evaluated 

    • Must-Have Written Sales Policies and Procedures

    Schedule

    November 10, 11, 12, & 13, 2024
    9:00 AM - 12:00 PM

    Who Should Attend

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

    Speaker

    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.


    Date & Time
    Tuesday
    December 10, 2024
    Start - 9:00 AM
    Friday
    December 13, 2024
    End - 12:00 PM Asia/Manila
    PLATFORM

    Live via Zoom

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    Mansmith and Fielders, Inc.

    0918-811-6888 • 0917-627-1888
    info@mansmith.net
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