Many companies may have the best sales strategies but still fail to deliver the best results because of poor sales execution and evaluation. This course teaches participants how to identify sales execution gaps, and how to use a practical and step by step framework for flawless sales execution.    

This course employs the Sales Execution Framework to organize and define the key elements of the sales execution process. This also allows a simple and pragmatic way to approach sales execution.

At the end of the training seminar, the participants should be able to identify their sales execution issues and be able to identify key actions to mitigate them.

KEY BENEFITS TO PARTICIPANTS

• Provide a practical guide and develop skills necessary in ensuring sales strategies are executed flawlessly. Increases their capability to achieve their sales objectives.

KEY BENEFITS FOR COMPANIES

• Increases the certainty of achieving business results through the effective management of executing its sales strategies.

PROGRAM VERVIEW

Module 1: Introduction

• What is execution?

• Interrelationships of Strategy, Execution and Leadership and Culture

• Why most execution fail?

Module 2:  The Sales Execution Process – a simple and pragmatic approach

Build the Sales Plan

• Setting sales priorities from chosen strategies

• Translating priorities to sales goals and target

• Components of the Sales Plan

Execute the Sales Plan – implementing the Sales Plan

• Organizing the sales team and tasks

• Prioritizing and allocating sales resources

• Sales analytics for better decision making

• Sales support management systems

Keep the Sales Plan on Track – a structured process to know whether you are winning or not

• Developing the sales metrics

• Sales Review process (monitor and review)

• Correction or improvement to the plan

• Communicating to the sales team

Performance Management – Motivating the Sales Team

• Sales Incentives, Rewards and Recognition

• Performance Management system

• Sales Training and Capability Development

• Sales Force Effectiveness

• Sales Coaching and Development

• People Mobility

Module 3:  Leadership and Culture: Towards A Sustainable Execution

• Leadership – leadership essentials in execution

• Culture – creating a culture of disciplined execution
  
  

Module 4: Workshop on Sales Execution Gaps and Action Planning

Module 5:  Realities in Sales Strategy Execution

• Key challenges to sales execution

• Key approaches to overcoming challenges

WHO SHOULD ATTEND

• Sales Managers who are involved in formulating and evaluating execution of strategies.