Effective Sales – Skills Building Training

Course Overview

Most organizations have a sales team, highly organized from top to bottom with a sales manager and senior to junior level sales reps. How this sales team performs is dependent upon how organized and efficient it is, as well as what kind of training and motivational tools are used.

While some may think of sales as the grunt work of an organization, we at Manhattan Review think a successful sales team with a motivated, leadership oriented sales manager is crucial to the survival of an organization. This importance spans multiple fields of business: If your organization is non-profit, there may be many situations where you are “pitching” to a potential donor. You may have to sell your organization; show the donor how her donation will impact not only your organization but her as well. In a for profit organization, the relevance of an effective sales team should be obvious: The financial success of your company is inextricably linked to the success of the sales team.

During the course we will break down the sales process into its constituent parts in order to provide you with a full understanding of the process. With this understanding you may implement a sales strategy as we see it while having sufficient knowledge to customize and embellish the system as you see it helping your future clients. Do you currently have a concrete sales process that either you have designated for your team, or your superiors have designated for you? If not, Manhattan Review will teach you why this is such an important part of your strategy.

Are you constantly identifying your sales goals for every, month, quarter, or year? Is your sales cycle fast enough that you can meet your goal or quota? If not, then perhaps your sales process could use a little bit of fine-tuning to get the most potential out of you and your entire sales team. We wont guarantee a higher close ratio, but with our training you will have the tools to raise it yourself.

And what is the meat of the sales process? The sales call. Whether this is predominantly online, over the phone, or in person, your sales call could need some work. What you bring to the table during a sales call including the agenda, your pitch, and the way you present the product or service could determine the outcome of your call. In order to have more successful sales, it may be worthwhile to look at your sales calls and make adjustments.

Both selling and sales management will be covered by this course. You will come to understand the strategy involved in managing a sales team as well as staffing and hiring techniques. The nature of sales management is constantly changing. You will learn how to adapt to this incredibly fast paced and dynamic atmosphere by leadership skills and training techniques.

One of the most important elements in the sales equation is the customer or the client. Whether you are selling woven garments or armored cars, without the customer you sell nothing and your sales team fails. That being said, one of the most important things to walk away with from any sales training is how to identify and service the customer’s needs and wants, how to build a relationship with your customer and how retain that customer for your organization. With a few operating principals and a little bit of practice, these values of customer service and retention will become second nature to any first rate sales team.

In Manhattan Review’s Effective Sales program, we will cover many topics related to sales training, sales processees, motivation, and leadership. We will begin with general knowledge about Sales and Sales Strategy. We will also include discussions of the impact that the global market has on an organizations approach to selling and the positive and negative impact it may have. Effective Sales is not necessarily about finding the right answer to a specific set of problems, but finding the best way to look at those problems, and answer them in a dynamic way that suits each customer and each situation your organization may be in.

Topics Covered

• Training
• Motivation
• Leadership
• Building Customer Loyalty
  • Outstanding customer service
  • Importance of Customer retention
• Hiring
• Anatomy of a sales call
• Planning
• Forecasting