The High Performance Sales Machine

A one day high-intensity workshop focused on improving results from existing internal and external sales operations, through the structured development of planning, processes and people.

At the end of programme, delegates will have the knowledge, skills and tools to carry out a detailed health check on their Sales Machine, identify areas for action, implement required improvements, and measure the results.

Consistently reaching targets and achieving growth from the sales operation is a critical challenge for any successful business; and managers responsible for delivering results need to know their ‘sales machine’ is running at peak performance.

‘The High Performance Sales Machine’ is an intensive, highly interactive 1 day workshop programme designed for anyone in business responsible for delivering results through the leadership and management of internal and/or external sales teams.

This open programme examines and answers the fundamental questions facing business professionals responsible for leading the sales function:

•Is my Sales Plan effective, meaningful and taking me where I want to go?

•Are my core business development processes in place and working effectively?

•How can I consistently get the best possible performance from my people?

In just one content-packed day, this workshop will address many of the challenges faced by those responsible for managing sales results, and help them identify opportunities for immediate improvements in performance, as well as developing a strategic direction for long term profitable sales growth.

This workshop will give you the opportunity to step back, analyse, review and identify improvement opportunities in your sales operation. Not only that, but by using the tools provided, you will be able to implement these improvements using a planned and structured methodology. The 3Ps Model (Planning, Processes, People) ensures that each fundamental driver of the sales result is understood and optimised for success.

Existing sales operations managers who wish to build on their current strengths and add to their skills and knowledge.Managers of internal sales functions such as Customer Service, Sales Admin and Order Management, looking to maximise results from their existing teams.Sales Directors needing to review and develop management roles and responsibilitiesBusiness owners wanting to drive greater results from the existing sales structure.

Have a living sales development plan that guides the business and generates information that you can act on.Improve the effectiveness of your lead generation efforts.Take maximum advantage of existing customer relationships.Ensure that valuable enquiries don’t get wasted and how to learn from lost sales.Use internal sales resources to win more business – from order takers to order makers!Increase average GP margin and order value.Improve sales resource utilisation - Sales people are expensive, make the most of their time.Get the most from both the sales function and individuals.Review and fine tune your leadership skills.

Session One - The Sales Plan

For your “Sales Machine” to work effectively the first thing that is required is a strong sense of direction, with individual roles, targets and action plans clearly defined and understood. Therefore Session One is all about how to create and implement a clear, concise, achievable and, most importantly, actionable Sales Plan. Areas to be covered include:

The minimum requirements for an effective planDefining overall objectivesMarket segmentationReviewing the product range and setting per product volume and profitability targetsDesigning the right team structure to deliver the PlanSetting stretching but achievable targets that people believe inDeveloping detailed action plans to support target deliverySuggested formats and checklists

Session Two - Process Health Check

A High Performance Sales Machine consists of a connected series of processes each of which is working effectively and efficiently to fulfil its part in achieving profitable, repeatable sales. In Session Two therefore we take a detailed look at the four key processes of:

Lead GenerationEnquiry HandlingQuotation Management, and Order Fulfillment.

For each process we will identify: the key activities that need to take place; the tools and information that the sales team needs to carry out those activities effectively; the performance measures required to monitor that everything is working as it should; and some of the actions that can be taken if an area is not performing to the required level.

Session 3 - Developing High Performance Teams

The High Performance Sales Machine will require the people who run it to be operating as effectively as possible. Therefore we will focus on the core management and leadership skills that will drive sales performance improvement. We will examine best practice and provide models and approaches that will facilitate continuous development:

Personal Leadership StyleRecruiting and Selecting the BestManaging and Motivating for High Performing Sales PeopleCoaching and DevelopmentRunning Effective Sales Meetings

At the end of this session, delegates will have their own personal toolkit of resources, allowing them the opportunity to review performance, identify opportunities for improvement, and lead the delivery of higher sales results.

Individual coaching and guidance throughout the day, as workshop numbers are limited to ensure interactionA comprehensive workbook, used during the workshop to enable you to audit existing processes and structures, and to develop and implement improvement actions.An in-depth manual containing all the detail of the workshop content, plus useful supplementary information that is not available elsewhere.60 days of post workshop online coaching to support you in implementing your new knowledge and skills.Your lunch and refreshments throughout the day.An opportunity to share experiences and to network with other delegates from a wide variety of industries.