Description

To achieve long-term success in the sales profession, commercial and customer relations skills are no longer enough. This sales training cycle constitutes the reference training for sales professionals and integrates social selling opportunities. From sales to negotiation, a complete training cycle to succeed in your role as sales representative and master the 3 keys to success: effective organization, mastery of face-to-face sales techniques, ability to negotiate to defend the profitability of his business.

Who is this training for ?

For whom ?

Any person expected to move into a commercial role. Salesperson, sales engineer, technical sales representative, sales representative.

Prerequisites

Mastery of basic sales techniques.

Training objectives

Monitor, evaluate and adapt your commercial action plan Target the right people and organize your influence strategy Adopt efficient visibility of the indicators selected and the gaps on objectives Encourage your team and make it efficient and united

Training program

• Build and manage the commercial action plan
  • From the marketing plan to the commercial action plan.
  • Analysis and diagnosis.
  • Define your strategy of objectives.
  • Decide on actions and build your commercial action plan.
  • Plan, launch and control actions.
  • Know how to "sell" your commercial action plan to your hierarchy and to your collaborators.
• Build your commercial influence strategy
  • Use influential communication media.
  • Understand the structure of lobbies and interest groups.
  • Build a network of commercial relationships.
  • Prepare and organize your influence strategy.
• Commercial dashboards: driving performance
  • Frame control and monitoring actions.
  • Define relevant tools for effective dashboards.
  • Create management dashboards and provide feedback visibility.
  • Involve and coordinate members of the sales team.
  • Support salespeople based on the results obtained.
• Team management
  • Understand your missions and your role as a team manager.
  • Practice motivating management.
  • Practice how to communicate as a team manager.
  • Prepare for team leadership.
  • Improve your meeting management.
  • Strengthen team cohesion.