Business Development
Are you tired of lackluster sales? Do you believe that your company has not capitalized on enough new business development opportunities? Then this comprehensive sales training program is for you and your firm. Even if you think you have plenty of sales, this training program can position your firm for future growth.
The program consists of three modules - modules 1 and build upon one another, and module 3 is a stand-alone for front line salespeople, customer service reps, and others.
MODULE ONE
Development of New Business Development Strategy
Target Audience: CEO's, other C-level execs, VP of Sales, other Sales Execs
Two consecutive 8-hour days leading to a completed sales and marketing plan inclusive of target markets and positioning strategy, value proposition, SWOT analysis, contact management strategy, sales objectives and activity standards by rep. Upon completion, participants will be able to:
- identify best fit markets and prospects for their sales objectives
- identify key sales strategies to maximize revenue attainment based upon the goals inclusive of:
- a contact management strategy to support retention and acquisition objectives
- lead generation strategy
- market development strategy
- present a consistent sales and marketing message consistent with the corporate vision
- develop a tactical, results based activity plan, at the rep level, which will support and leverage marketing initiatives
Attendees must bring the following items:
- All sales Job Descriptions
- Revenue objectives for the next 12 months
- Current quotas and YTD performance
- Current sales compensation plan, stats by sales rep
- Revenue by customer and by sales rep
- Average revenue per sale
- Corporate Mission / Vision Statement
- Copies of all marketing collateral
MODULE TWO
The Sales Roadmap:
A Tactical Plan for New Business Development
Target Audience: CEO's, other C-level execs, VP of Sales, other Sales Execs (whole management team)
Two consecutive 8-hour days that target Executive and Sales Leaders of the organizations participating. This module builds upon module one and focuses on the development of the tactical sales plan. Too often companies are missing the tactical plan or need to assess the plan they have in place that serves as the road map to guide them in achieving their new business development goals. Without an executable plan that is understood by all employees, a company lacks the direction and focus needed to deliver results. If there is a gap between a company's actual sales results and desired sales results, this module will help a company identify the elements of their plan that need to change in order to affect the desired outcome in a way that is effective and profitable to the company.
MODULE THREE
Sandler Sales Training:
Execution on New Business Development
Target Audience: Primarily frontline salespeople, customer service reps, telemarketers; however, this is also good for CEO's, other C-level execs, and Sales Execs
26-week course for two hours each week (8:00 - 10:00 a.m.) emphasizing ongoing reinforcement training, role-playing, expert coaching, adult learning methodologies and quality support materials. This approach allows the participant to absorb and practice the newly learned behavior, attitude or technique and develop a repeatable, proven sales system.
One-on-one coaching will be available to participants of this module on an as-needed basis and for an additional fee.
