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Sales force management training SPMT®
| Sales Power Management Techniques®
New inspirations based on effective methods
Custom Techniques and Solutions
Ready-made examples to increase motivation and increase results
1. Feedback, i.e. the rules for providing feedback
Selected program topics:
• Feedback Process
• Analysis of the current situation
• Define goals and outcomes
• Diversity of people in terms of the ability to accept constructive criticism
• Creating the right atmosphere for conversations with subordinates
• Effective methods of communicating with employees
• Description of the behaviour we want to change
• Reaching an agreement in practice
2. The art of motivating
Benefits for the participant: * Strengthening the ability to motivate employees * Developing practical skills to engage subordinates without additional salary incentives* Learning about language transformations in motivating others *
Selected program topics:
• Effectiveness of motivational techniques and methods
• Effective motivators in practice
• What motivates sales department employees? - maximizing factors motivation of the sales team
• Presentation of the results of the Sales Power School® survey conducted on employees of sales departments of Polish and international companies
• Typical mistakes of managers versus typical fears of salespeople
• Verbal transcriptions in effective employee motivation
3. Management of the Sales Department
Benefits for the participant: * Development of the ability to create the attitude of a sales team leader* Learning effective methods of overcoming resistance and trading routine
Selected program topics:
· A leader's attitude in effectively leading sales teams
· Managing your own and your team's time
· Delegation of authority in commercial structures
· Audience categorization and segmentation
· Prioritize customer service
· Management by objectives in practice
· Effective business meetings
· Effective work reporting systems and their impact on increasing team engagement and motivation
· Team management styles in practice
· Influencing with negotiation techniques
· Coaching methods in managing sales teams
4. Effective building of sales strategy
Benefits for the participant: * Gaining practical skills in designing a sales strategy based on customer segmentation using the MARKETING MIX concept in an extended formula * Ability to design an effective sales strategy based on a selected product (service) during classes
Selected program topics:
· Definition of the target customer and its impact on efficiency
· Analysis of the needs of the main customer groups
· The concept of customer segmentation according to individual components:
a) Geographical breakdown b) Type of customer c) Other
· Portfolio analyses in the formulation of sales strategies
· Types of distribution
(a) intensive (b) selective (c) exclusive (d) mixed
· Types of distribution channels and their design
· Analysing the profitability of sales and profits and losses in individual distribution channels.
· Vision and mission of the sales department
· Designing a sales department budget
5. Motivation and salary systems in effective management of sales teams
Benefits for the participant:
* Gaining knowledge that allows you to increase the motivation of the sales team towards acquiring new customers and serving key customers
* Optimization of wage costs in order to improve work efficiency * Learning methods and techniques to overcome resistance to change
Selected program topics:
· Areas of routine in sales teams
· Characteristics and types of resistance to changes in sales departments
· Enforcing pricing policies to raise average sales prices and increase sales profitability
· Building an effective remuneration system
· Non-wage forms of appreciation for the performance of special tasks
· Linking customer service tasks to external rep goals
· Design of motivating special tasks and competitions
Organizational conditions
Total Time:
Standard level: 2 training days
Intermediate level: 4 training days
Advanced Level: 8 days of training
Pricing conditions:
Standard level
Training price PLN 3,000.00 net plus 23% VAT / 2 training days/person
Intermediate level
Training price PLN 5,000.00 net plus 23 % VAT /
4 training days
Advanced Level
Training price PLN 8,000.00 net plus 23% VAT /
8 training days
