...... developing people to develop RESULTS ........ in 2017
personalised to the needs of each client and the roles of their sales managers
Delegates (4 to 8) spend 80% of course time making sales calls!
In teams of two (playing salesperson and trainer) they travel, following maps, outside the training base, to keep a “journey plan” of appointments.
Teams change for each session
“Customers” are played by tutors and, ideally, client managers / trainers.
"The best of all the many Sales Management training courses I have attended, or witnessed, over the years.
I learned more from practising the principles 'on the job' than I ever did from lectures on the theories, or even role play."
Mark Lunam, at the time a newly appointed Area Sales Manager, now Sales Training Manger, Mölnlycke Health Care.
an introduction to sales management
direction, control and discipline of salespeople
the principles of learning and training
the principles of field sales training
the sales meeting
effective use of time and time management
interviewing and selection techniques
leadership for sales managers - remote leadership
self analysis and self development
ESP - Experiential Salespeople Profiling
from £2,000 (two days, 6 delegates)
One or two day workshops personalised to the client company, market place, the profiles of nominated delegates and the role of the salespeople. These workshops are ideal for salespeople being groomed for promotion.
ESP is a very effective tool for sales managers / sales trainers because it makes the "dreaded" on-the-job appraisal and coaching FUN. Trainers receive a copy of The ESP Sales Training Guide personalised to their salespeoples' roles.
"FIELD Sales Training" - delegates train each other !