This program will provide sales professionals and sales support staff with the knowledge and skills to produce quicker and more profitable sales results.

Most buyers have a negative impression of sales people so one of the best things salespeople can do is sell in less stereotypical ways. The way one sells positively influences the desired outcome and gives the seller a distinct advantage over the competition.

This program will make anyone engaged in sales activity more productive while at the same time creating an environment where both buyer and seller feel good about the process.

Management will benefit from the implementation of simple, yet effective, tools that track and assess sales activities including more accurate sales reporting, revenue projections, and more precise forecasting. These are some of the tangible benefits offered by this program for the executives in the organization.



The Sales Process Management program will cover:

• Sales process overview: how people buy, needs development, recognizing stages of the sales cycle.

• Strategies to influence and control the buying process.

• Selling tools: scripts, worksheets and reference stories.

• Prospecting: lead generation/identifying sales opportunities, buyer qualification, initial call development.

• Territory planning and management.

• Account development and growth: expanding relative presence within the customer organization.

• Negotiation skills: primarily for large account management – setting outcomes and evaluating alternatives.

• Implementation and management: forecasting, pipeline and activity reporting, sales management tools.



Who should attend?

Sales Managers, Sales Representatives, Sales Support Staff, Customer Service Representatives, and other customer-facing employees.

Aspects of the program may be modified depending on variables including, but not limited to, venue restrictions, program length, and group size.