SALES SUPPORT Programmes
The Sales-ROI-Booster
This Programme is a very 'complete' one, completely separate from the pure Sales Communication Programmes. With the information from these SUPPORT Programmes, a Sales Team or a Sales Manager will be able to work in a more structured way and manage the TEAM. TEAMWORK makes the DREAM work, but only if the building of a TEAM, the Mission and Vision of the TEAM, the goals and the corresponding strategies to reach these goals are used in a professional way.
This B2C Sales Programme consists of the following five Modules:
- Culture, Mission & Vision
- Excellent Execution
- TEAM Building
- Strategic Thinking
- Motivation 360°
Total
90 Training movies
Culture, Mission & Vision
So this series is about Culture, or more specifically, your Company Culture or the culture of your Sales Team. Also about Vision of the Future and which role you want to play with your company or with your Sales Team, in this vision of the future. Something that is expressed in a Mission Statement. Because every company and every Sales team obviously has a prevailing corporate culture and it is that culture that will determine how employees behave or with what kind of attitude they come to work every day. This attitude will determine the customer experience for your customers in every contact they have, in any way, with your company. And Customer Experience will be a decisive factor in the competition between companies in the years to come. Whoever can offer the best customer experience will get customers over the threshold and have a chance to sell something. Put a powerful set of beliefs behind that, as a lever, and you have a company or business team with which you will be able to realise any objective.
Excellent Execution
This module is about Excellent Execution. In the business world, it is often the missing link between the sales made by the sales team and the final realisation of these sold cases. Sales and turnover are absolutely necessary for a company to flourish in an increasingly competitive business world. But it is just as important, as a company, to keep the promises made to customers afterwards. And, ... preferably in a way that is also profitable for the company. And that is precisely what we discuss in detail in this module, Excellent Execution. Not only the 'selling' of products and services, for which we have the typical Sales Modules, but rather the perfect execution of the cases sold by the Sales Team.
TEAM Building
This series is about TEAM building and is part of the Sales Support modules. It's only logical, because if you want to be successful as a Sales Team or as the leader of a Sales Team, you will have to be able to manage and motivate the TEAM professionally. With the information in this course you will not only learn what the conditions are for a good team and to be a good team player, but you will also learn how you as a coach can help a TEAM to be successful. You will learn about the three pillars of a well-functioning TEAM: Focus, Cohesion and Shared Responsibility, and most importantly ... how to adjust and fine-tune these three pillars.
Strategic Thinking
This module is about Strategic Thinking and, more specifically, about thinking in such a way that the ideas you get as a team or as an entrepreneur, are also put into practice as much and as well as possible. Ideas are worthless if they are not implemented. This is something we discuss in detail in the Excellent Execution module. And to get an idea implemented, you will also have to think of a strategy or a plan of action. Once you have a method for this, it is so much easier to turn ideas into a tangible reality. And a strategic approach also includes tactical moves on the one hand, and an overview map on the other hand to keep an eye on the big picture. All of these you will learn to use in this course.
Motivation 360°
Once a commercial employee has mastered the techniques of Motivation, he or she can use them to motivate him- or herself, to motivate employees or colleagues and of course also to motivate customers to choose the offer and your company. This training course provides a wide range of practical tools that a B2B sales person can immediately get to work with and that will quickly produce results. Motivation is essentially a very psychological thing and it is not a coincidence that a Sales rep lives 'a life on pupose'. With the knowledge of this Module, it is something the Salesrep can consciously work towards.
Your SALESTEAM or LEADER will acquire the KNOWLEDGE through this Programme to, among other things:
- Turn limiting beliefs into stimulating beliefs
- Work according to specific GUIDELINES OF CONDUCT, which will determine the general ATTITUDE within the company or within the Sales Team.
- Transform the MISSION STATEMENT into concrete OBJECTIVES and devise the necessary strategies to go with them
- Work with KPIs in order to control the sales process on the one hand, and on the other hand, to be able to give feedback to the Company's managers more easily
- How to get more accountability from the Sales Team and make adjustments faster where necessary, by breaking down the big GOALS into smaller TARGETS
- Why attributes such as 'flexibility' and 'agility' are so important in a business world that is constantly changing
- Know the differences between a TOP Team and less well functioning teams, and from there implement the right changes within your own TEAM
- No longer depend on 'luck', but on the right mix of skills and personalities by putting together a well thought-out TEAM
- Know the characteristics of an ideal TEAMPLAYER and be able to coach efficiently on the behaviour that deviates from this
- How you can make yourself and your TEAM think strategically by asking Strategic Questions.
- The use of Strategic Models such as a Balanced Scorecard or the ProfitX2 Strategic Map to create RESULTS faster (and more strategically)
- How to recognise Strategic Talents within your TEAM or Company and how to do Scenario Thinking to be prepared for all possible scenarios
- Enormously boost a naturally slightly lower SELF-CONSCIOUSNESS, using the 'turbo' of state management or mood control
- Apply the Pain-Pleasure principle to self-motivation, peer motivation and, most importantly, customer motivation by aligning your business USPs with your customers' Pain or Pleasure preferences
- Know what the SOURCE of Motivation is and how to optimise it
Some very interesting option modules in this Programme are certainly the modules Executive Sales & Crisis Management
Executive Sales
In both B2B and B2C environments, it will regularly happen that business managers and/or executives also have to enter the sales arena. After all, some customers only want to do business with 'the BOSS' himself.
This is not always easy for a manager who, on the one hand, is not in the habit of having such conversations and, on the other, has so many other things on his mind. Nevertheless, a business manager already has a number of important trump cards up his sleeve, and if these are played out well, also for the manager, closing the deal (or being able to do so) is feasible in almost all cases. HOW to do this specifically as a manager or executive, you will learn in this training series.
Crisis Management
This series is about Managing a Crisis or, about handling and anticipating crisis situations better as a company. During the Corona lockdown period we received almost daily emails from clients with specific questions. The predominant trend of these questions was clearly 'how can I best manage my business in such challenging circumstances. Profitability has been our main theme for decades, both in Sales and in Leadership training, and certainly in Crisis situations companies need to focus on an extreme form of profitability. The current crisis culture imposes so many restrictions on entrepreneurs that every mistake becomes almost unforgivable. The Time to Play is over, that much is clear. Companies that want to survive this Corona storm or any other crisis will have to surround themselves with the right employees, ... use the right strategies and above all ... think in the right way. With this training, we would like to provide you with some answers.