Sales and Marketing
Development of Sales and Marketing Skills
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Development of Sales and Marketing Skills Course
Introduction:
Marketing is a powerful discipline that can greatly impact your business. When done well, it can drive significant growth and create strong brand presence. Conversely, poor marketing can waste resources and frustrate your team. This workshop aims to equip you with proven marketing strategies to build enduring and powerful brands. It provides an overview of the marketing process, along with practical tools and techniques for successful execution.
Course Objectives:
Participants attending this program will:
- Learn techniques for optimal interviewing and recruitment of high performers
- Learn how to build, manage & develop high performing sales teams
- Understand and practice dealing with, Personal Motivational Styles to drive optimal performance and staff retention
- Develop effective communications strategies for optimal performance
- Learn how to design & implement an effective Performance Management system that produces results
- Develop cost management strategies to ensure financial goals are met
- Gap Analysis – effective tools & approaches for managing competencies and performance on the job
- Fully understand the Marketing Model
- Understand and be able to manipulate, adjust and manage each aspect of the marketing mix
- Understand how to do a Strategic Market Audit
- Understanding Strategic Product Positioning
- Understand Market Segmentation
- Understanding Branding for Growth
- Understand Value Creation, delivery & Capture
- Learn how to manage Brands and Product Portfolios
- Understand and deploy a marketing tactical mix
Who Should Attend?
- Anyone who is responsible for the supervision, management, or coaching of salespeople, or those on the ‘Fast-track’ to management.
- Experienced Sales Managers who want to learn new and exciting techniques for driving results forward, even in teams that ‘have seen it all’.
- Individuals who have some experience at the supervisor/manager level and are ready to take more management responsibilities
- Individuals who are being groomed to make the transition from supervision to either a manager or leader of change
- Individuals who need a deeper understanding of what drives individual behavior and group dynamics
- Individuals who need to hone their coaching skills to produce results
- Sales Leaders who are looking to improve their managerial knowledge and skills, and have been called to lead a change initiative
Course Outlines:
Building & Managing Sales teams
- Attracting, Recruiting & Retaining the Best Sales Team
- Interviewing Skills
- Appraisal Skills
- Ensuring we have the correct job requirements in place
- Effective Succession Planning
- Effective coaching techniques for Managers
- Incentive Management
- Define the terms “Leader”, “Manager”, “Coach” and “Mentor”
Managing Internally
- Effective Cost Management
- Implementing Sales Force automation
- Managing Sales Channels
- Efficiency in Salesforce Control
- Effective Inter-Departmental Communication Strategies
- Enhancing Team Dialogue
Managing the Sales Team
- Motivation Strategies
- How to build a strong sales culture
- Implementing effective educational strategies
- Motivating techniques
- Thinking ‘out-of-the-box’
- The four stages of team development
- Managing different personality types
- Build capacity in your people
- Understand the forces that oppose personal change
- Situational Leadership
Performance Management
- Adopting correct Key Performance Indicators
- Using technology to get a competitive advantage
- Maximizing Salesforce Return on Investment
- Designing & adopting Competencies
- Competency Management
- Coaching underperformance
- The disciplinary process
- Problem Solving & Decision-Making
- How to implement Performance Improvement
Tools, next steps & Action Planning
- Gap Analysis
- Moving from Training to Performance Improvement
- The Performance Measuring tool (What, Why & How Report)
- Models of Management
- Your Management Style
- Create effective action plans
Definitions, Purposes, and Process
- Define, “What is marketing? What is it not?”
- Understand the Marketing Model
- Understand the issues raised by the Marketing Model
- Understanding ‘Good’ Marketing
- Understanding the Marketing Process
- Understand how to write a Marketing Plan
The Strategic Market Audit
- Market Research
- Types of Research
- Role in Decision-Making
- Doing your own Market Research
- Why you need Market Research