Description
Once the commercial objectives have been determined, the rules of the game established, the means explained, the challenge for any sales force remains to 'achieve the objectives' with the available means. Between forecasting and achievement, results and objectives, the sales manager needs to lead his team towards success: he must measure to predict, react and re-orient. This sales management training places the sales dashboard at the heart of the sales process and the motivation of salespeople.
Who is this training for ?
For whom ?
Recent sales manager in his position. Any sales manager wishing to update their sales management practice.
Prerequisites
None.
Training objectives
Training program
- Put your business activity under control
- Share with your team the benefit of having an efficient management tool.
- Present a progress tool: the commercial dashboard and its indicators.
- Identify the key steps that generate results
- Identify the steps that generate the result: prospecting; qualification; development of the offer; negotiation...
- Identify the key success factors, activity indicators and ratios.
- Organize the management of commercial activity around the sales process: the dashboard.
- Identify the most relevant indicators
- Activity: Turnover, margin, sales pipeline, customer satisfaction.
- Commercial actions: mailings; e-mailings; trade shows; call campaigns; promotions.
- Team performance: ratios, commercial productivity.
- Strategic management and operational management.
- Analyze the figures: the gap method; correlated indicators to identify priorities for progress .
- Motivate and challenge your teams with the PAC
- Communicate figures and share information to progress.
- Manage objectives and achievements with the commercial dashboard.
- Develop clarity and readability of the dashboard commercial with meaningful graphic and visual representations.
- Remote activity
- To illustrate the contribution of knowledge: a video 'The dashboard: management and steering tool'.
