Public Sales Training

Empowering Sales Managers. Growing Sales.

Shaping today’s Sales Managers into tomorrow’s high calibre Sales Leaders.

If you wish to truly propel your business' sales. This forum series is for you.

SalesStar.com pride themselves on the advancement and support of existing and emerging leaders.

All too often we see the best salespeople in a range of organisations becoming Sales Managers (or Business Managers) without the support and best practice methodologies that will generate success.

Perfect if you're a new or existing sales manager to build on your current knowledge and take your capabilities to an unprecedented level.

Engaging either as individual forums or as a comprehensive 10 session learning programme where you will be truly able to propel your sales organisation.

Our expertise shows that sales grow when people grow.

Our Sales Management Forum Series is a stand-alone solution that allows Sales Managers and Business Owners to develop their people as well as focusing on improving sales. Over the 10 month programme we will drive critical learning principles that generate the building blocks of success and offer powerful self-improvement techniques.

“This is an incredible programme as it focuses us on building good systems and processes to measure the key ratios in sales. Once you have this, it is the GOLD to building business.”

Brenden Rolston, Managing Director – Action Mail

Format

Each session is a half day commencing at 7am where we provide breakfast and the opportunity to network with other like minded sales managers.

The first part of the morning is a workshop/forum where we uncover the most pressing issues facing sales management. And then you'll learn what to do about it. This leads to an interactive model where we deliver tangible, real outcomes that you can implement immediately in your business and improve your sales.

Expected Outcomes:

Know how to recruit sales superstars, every time
Build, develop and retain a superior and effective sales team
Learn to retain margin in an ever competitive environment
Develop a clear sales process to provide accountability, transparency and responsibility
Develop sales leadership to empower, lead and drive your sales growth
Develop your strategic sales plan to provide your sales road map of growth
Lead, manage and motivate your team with the right drivers and incentives
Define and plan the right sales targets where performance management will encourage positive behaviour change
Learn to drive sales growth through getting to your most profitable clients
Network and exchange experience with your peers

See what some of our attendees have said:

“This is a great course to understand the mechanics of sales, introducing new ideas and building on old ideas. The coaching sessions have been a great way to take the course content and tailor it to my needs and that of the company.”

Sam Fulton, Sales Manager, TradeTech

Curriculum

Session 1 – How To Gain Competitive Advantage

Is your value proposition actually unique?
Surviving the Global Financial Crisis
Pre-emptive strategies
Leverageable vertical markets
How to use research to gain exclusive ‘Trusted Advisor’ status

Session 2 – How To Beat Your Opposition

Know Thine Enemy – Competitor intelligence
Predictable norms vs strategy
The role of market perception
Surviving margin erosion

Session 3 – How To Hunt Elephants

Common mistakes made by suppliers seeking big sales
Designing your sales model to land massive accounts
Pre-tender strategies

Session 4 – Building A Best Practice Sales Machine

Team and Client Structure
Developing a robust sales process
Proposal preparation – Stepping up a notch to “business case” preparation

Session 5 – The Great NZ Leadership Deficit

The dilemma of promoting your top performer
The challenge of owner/operator acting sales managers
Leadership (as opposed to ‘management’) definition
The 4 styles of leadership
Coaching, empowerment, and delegation

Session 6 – How To Lead Your Team To Win … Consistently

Leaders Who Inspire a Vision
Developing a Culture of Winning
The role of sales meetings

Session 7 – How To Get Your Sales Team On Steroids

Identifying the key drivers of your staff
Incentives programmes – the Dos and Don’ts

Session 8 - Critical Practices of Super Sales Management

How to set sales targets
Performance management and metrics
Pipeline management
CRMs – the new nerve centre of your operation

Session 9 – How To Recruit Sales Stars

Common mistakes and the cost
Job descriptions
Assessments - know the candidates intimately
Behavioural interviewing techniques

Session 10 – How To Prepare A Strategic Sales Plan

Getting your business development plan right
Anatomy of an account plan
Determining your target markets
Development stages of the plan
Strategic plan structure

“I’ve been on the SalesStar Management Programme for 8 months now and for me the real value lies with being able to sit with your peers and discuss different issues. The feedback and insight you gain is invaluable.”

David Hill, National Sales Manager – Comworth Technologies

Investment

The casual session rate is $359 + GST (including breakfast). This is outstanding value, and attendance is strictly limited in our sessions to ensure you achieve maximum benefit, so register now as series sell out quickly.