Sales Leadership Planning

Mercuri's two day Sales Leadership Planning course is for Sales Directors and Sales Managers who have direct responsibility for leading and managing a sales team.

The Key Outputs:

• A highly effective business planning process
• A comprehensive sales activity management methodology
• A clearly defined pipeline management process
• Tools for measuring and monitoring performance

Agenda:

Setting the objectives for the participants.

• The Factors that Influence Sales Performance

Defining the key factors that drive sales results and influence personal performance.

• The Sales Planning Process

How to create a sales plan that captures the key factors of performance and defines how results can be achieved.

• The Sales Platform Concept
• How to enable sales people and managers to balance short, medium and long term activity.

Managing the Pipeline

• How to create and use sales tools that measure and manage pipeline opportunities in order to improve conversion rates.

Implementing the Sales Plan

• How to gain acceptance and commitment to the sales plan. How to monitor and measure progress.

Personal Action Planning

• How to implement the key learning points.