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Committed to the development of people and organizations

Sales Excellence

One of the most important factors in maximizing sales performance is the ability to develop and maintain excellent client relationships. This program offers the following elements in a fully integrated holistic approach: conflict resolution, dealing with difficult people, working effectively with groups (beyond presentation skills), working with cross-functional groups, and developing champions/sponsors within the client organization. Participants emerge with a solid foundation to manage the closing process, but more importantly, continually building on relationships as the basis for creating on-going opportunities.

Organizational Benefits

Through the Sales Excellence Workshop, Organizations will:

  • Increase potential sales opportunities;
  • Improve customer retention;
  • Increase sales productivity;
  • Decrease turnover of people;
  • Decrease the time taken to assimilate people into the organization and culture;
  • Develop an aligned sales force able to implement and commit to the corporate sales process and strategy;
  • Improve individual sales performance;
  • Improve relationships between functions which need to be involved in the overall sales process.
  • Develop long-term customer relationships and by so doing reduce the cost of sale;
 Individual Benefits

As a result of the Sales Excellence workshop, participants can:

  • Achieve an improved understanding of their own and other’s behaviour and its impact on the sales process;
  • Understand how to increase sales and customer retention;
  • Understand how to achieve and balance the need for personal wins with those of the organization and the customer;
  • Increase their ability to resolve customer objections and achieve commitment;
  • Become better equipped to handle change as well as dealing with customers who are undergoing transition;
  • Be more effective at dealing with stress;
  • Increase teamwork and eliminate inter-team conflict and dysfunctional teams;
  • Learn to expand the client base through effective networking.

Target Audience

  • Sales Professionals;
  • Professional Services Consultants;
  • Technical Pre-Sales Consultants;
  • Marketing Professionals;
  • Business Development.

Learning Approach And Content

To ensure that workshops are tailored to the needs of the sales force, pre-briefing interviews are carried out on an individual basis prior to the workshop. Details and specific needs are established during the pre-briefing interviews. Similarly a post workshop review is scheduled, which can be done on either an individual or group basis. The workshop generally runs over a 4 day period working with 8 to 10 people at a time. It is highly interactive and allows individuals time and space to share views and insights. In role play situations realistic scenarios are preferred which are relevant to the genuine needs of the business giving participants the opportunity to relate new learning to their individual situations at work. Reference materials and visual aids help participants apply the learning both on the job and in the workshop.