Sales Planning and Performance Management Training
Level
IntermediateDuration
16h / 2 daysDate
Individually arrangedPrice
Individually arrangedSales Planning and Performance Management Training
An intensive, workshop-based training for companies that want to organize their sales and move from “ad hoc” activities to conscious performance management. Participants build a real sales plan based on data, create a repeatable sales process, and learn how to plan and measure the effectiveness of sales activities. The training is workshop-based and is based on: working with participants’ data and examples, individual and team exercises, analysis of real sales processes, creating their own tools and plans
Who is this training for?
Business owners-
Sales directors and managers
-
Sales teams
-
B2B companies that want to organize their sales
What You Will Learn
- Analyze current sales and sources of revenue
- Segment clients and identify clients with the highest potential
- Design an offer tailored to segments and stand out from the competition
- Design an offer tailored to segments and stand out from the competition
- Plan sales in a realistic and measurable way
- Manage the pipeline and key indicators (KPIs)
Business outcomes
- Increase the predictability of sales
- Better manage the pipeline and sales activities
- Focus on the most profitable clients
- Eliminate randomness in sales
- Make decisions based on data rather than intuition
Training Program
DAY 1 – SALES STRATEGY AND FOUNDATIONS
Module 0: Opening + sales diagnosis
- participants’ business goals (specific: revenue, margin, pipeline)
- analysis of the current sales situation
- identification of the main problems (lack of clients / chaos / low conversion)
- Exercise: quick diagnosis: “why sales are not delivering results”
- Outcome: a starting point for building the plan
Module 1: Where are we – sales analysis
- analysis of the current sales and marketing model
- sources of clients (what works, what does not)
- analysis of the best and worst transactions
- Exercise:
- analysis of one’s own sales results
- identification of key client patterns
- Outcome: the participant understands what really generates sales
Module 2: Who buys – segmentation and the ideal client
- building a client persona
- client segmentation (value / potential / difficulty)
- selecting clients worth focusing on
- Exercise:
- creating an Ideal Customer Profile (ICP)
- segmenting one’s own client base
- Outcome: the end of “we sell to everyone”
Module 3: The offer and value proposition
- what value really means for the client
- tailoring the offer to the segment
- how to stand out from the competition
- Exercise:
- building a value proposition
- tailoring the offer to segments
- Outcome: the offer starts to make business sense
Module 4: The sales process (from lead to decision)
- stages of the sales process
- how the client goes through the decision-making process
- where we lose clients
- Exercise:
- mapping out the sales process
- identifying “bottlenecks”
- Outcome: an organized process instead of chaos
DAY 2 – THE PLAN, TOOLS, AND IMPLEMENTATION
Module 5: The sales plan – how to build it
- sales goals (realistic vs wishful)
- planning sales activities
- converting goals into activities
- Exercise:
- building one’s own sales plan
- planning activities (weekly / monthly)
- Outcome: the participant knows what they need to do to deliver results
Module 6: Lead sources and the pipeline
- where to get clients
- how to build a sales pipeline
- how to assess lead quality
- Exercise:
- map of lead sources
- building a pipeline (green / yellow / red)
- Outcome: sales stop being random
Module 7: Sales management and indicators
- key sales KPIs
- how to measure the effectiveness of activities
- how to monitor plan execution
- Exercise:
- selecting KPIs for one’s own company
- creating a simple reporting system
- Outcome: sales become measurable
Module 8: Sales standards and work organization
- sales representative work standards
- what should be standardized
- sales–marketing collaboration
- Exercise:
- creating sales checklists
- defining operating standards
- Outcome: repeatability of results, not chance
