Super Sales Management Strategy Creating a super sales management system to overcome economics turmoil and gaining more market share of tomorrow August 26-28, 2009 Plaza Royale Hotel Shanghai
Frank Belzer Frank Belzer is Sales Strategist and an Associate for Sales Strategist and Associate Kurlan Associates. Kurlan and Associates have been Kurlan Associates helping companies improve the performance of their salespeople for over 25 years. The sales force assessment developed by Kurlan and Associates is now recognized as the industry standard and has been instrumental for some of the most reputable sales organisations in the world. Companies like Oracle,Stanley Tool, Lucent Technologies, Pentax, Prudential, GTE and Toyota have all utilised these tools as a way to improve the skills and success of their sales teams. Frank's combined his successful sales and sales management experience for over 20 years in different industries that include both B2B and B2C. He is a great team builder, coach, and mentor who translates his experience into meaningful "real world" coaching and training. Clients’ Testimonial “I've used other sales development techniques in the past, but none of them worked well because they all tried to change things in people without bothering to find out what, specifically, each individual needed to do to improve, or if they even belong in sales to begin with.” District Manager; Sherwin Williams “I would like to thank you for the tremendous effort your training has had on our organization. Not only have our new sales doubled, but also our salespeople are enjoying their jobs more than ever. Their new found excitement is energizing every level of our company. I have recommended Frank and the Kurlan program to several other life sciences companies - just not my competition.” President; CardioCore Medical Systems “The coaching I receive from Kurlan & Associates helps me to overcome my own limitations and has been the critical ingredient to help me grow and develop my sales organization. It has also made me a much more effective coach for my people.” VP Sales; Bassett “Kurlan & Associates integrated sales management program quickly helped me grow mycompany from its infancy to a $50 million dollar operation. Their sales management program, training, coaching, recruiting and screening tools have enabled me to avoid the types of costly mistakes that so many others make. I now have an excellent selling system that I am duplicating across the U.S and now internationally.” President; Progressive Gourmet Participant will learn: 噝 How to effectively assess & evaluate their current sales force Workshop structure 噝 Understanding the crucial elements & weaknesses for 噝 Eight short exercises effectively managing your sales organization 噝 Successful & failure sales management case Creating an excellent operational plan for leading their sales 噝 study system to healthy, sustainable sales growth 噝 analysis and discussion Building stronger sales team with proven successful coaching 噝 噝 Fact based theory presentation and recruiting strategies 噝 Sales management surgery 噝 Reducing burn-out, off peak productivity & costly turnover 噝 Linking together sales planning & forecasting with the corporate budgets 噝 Immaculate negotiation strategies in sales 噝 Managing & motivating long distance sales team
Organised by Tel: +86(21) 6356 1155 Fax back to +86(21) 6356 9787 Registration Today! Email: marketing@toplink-asia.com www.toplink-asia.com Super Sales Management Strategy August 26-28, 2009 Plaza Royale Hotel Shanghai Background Sales management is attainment of an organization's sales goals in an effective & efficient manner through planning. Revenue, sales, & sources of funds fuel organizations and the management of that process is the most important function. There are tremendous pressures on the modern sales organization. Customers are becoming more powerful, more discerning and more demanding, and growth is an enduring theme in all vendor organizations big and small especially under turbulent period. The economic year is taking a grave toll on all attitudes and behaviors. Selling professionals, sales managers and business owners are having a very difficult time trying to meet goals and remain profitable. In this 3-day workshop, our experience sales trainer will combine practical hands-on exercises with the best sales management strategies currently adopted by other organization in the class discussion to make our delegates familiarizing the concept and mindset behind the strategies. The key content will be included in the 3-day workshop are: 1. Day One - Sales force assessment; understand the crucial elements in a super sales management strategy; building a stronger sales team with effective coaching and recruiting 2. Day Two - How to improve sales planning & forecasting process; some tactical help for your sales force; negotiations know-how for minimizing conflicts in your organization 3. Day Three - Managing and motivating remote sales team Trainer’s Profile Who should attend Vice Presidents, Directors, GMs, Regional )UDQN%HO]HULV6DOHV6WUDWHJLHVDQGDQ$VVRFLDWHIRU.XUODQ$VVRFLDWHV Managers, Managers involved in: .XUODQ $VVRFLDWHVKDYHEHHQKHOSLQJFRPSDQLHVLPSURYHWKH 5HWDLOVDOHVVDOHVGLUHFWRUVVHQLRUPDQDJHUV performance of their sales people for over 25 years. The sales force 0DQDJHUV DVVHVVPHQWGHYHORSHGE\.XUODQ $VVRFLDWHVLVQRZUHFRJQL]HGDVWKH 6DOHV industry standard & has been instrumental for some of the most 6DOHV 0DUNHWLQJ reputable sales organisations in the world. Companies like Oracle, $FFRXQW'LUHFWRUV0DQDJHUV 6WDQOH\7RRO/XFHQW7HFKQRORJLHV3HQWD[3UXGHQWLDO*7( 7R\RWD %XVLQHVV'HYHORSPHQW'LUHFWRUV0DQDJHUV have all utilised these tools as a way to improve the skills & success of %UDQG'LUHFWRUV0DQDJHUV WKHLUVDOHVWHDPV)UDQNFRPELQHGKLVVXFFHVVIXOVDOHVDQGVDOHV &RPPXQLFDWLRQV'LUHFWRUV0DQDJHUV management experience for over 20 years in different industries that 3URPRWLRQV0DQDJHUV'LUHFWRUV LQFOXGHERWK%%DQG%&+HLVDJUHDWWHDPEXLOGHUFRDFK PHQWRU who translates his experience into meaningful "real world" coaching & From across industries WUDLQLQJ$IWHUVXFFHVVIXOO\PDQDJLQJDQGPHQWRULQJDQRYHUDFKLHYLQJ ,76HUYLFHV 7HOHFRPPXQLFDWLRQV sales team in Shaw Industries for 12 years he moved into the realm of 5HWDLO )0&* WHFKQRORJ\DVDPDQDJHUIRU.RQLFD0LQROWD5HVSRQVLEOHIRU 7UDYHO 7UDQVSRUWDWLRQ managing & leading a sales team for his eight years there - his team 0DQXIDFWXULQJ $YLDWLRQ sold business products and software - they surpassed their sales goals $XWRPRWLYH 2LO *DV for the entire eight years and finished in the top 10 every year. Having &KHPLFDOV SHWURFKHPLFDOV been recognized nationally eight years in a row at the Presidents Club (OHFWURQLFV(OHFWULFDO :LQQHUV&LUFOHUHZDUGVWULSVKHMRLQHGWKH.XUODQWHDP+HDOVRVHUYHV 3KDUPDFHXWLFDO 0HGLFDO6XSSOLHUV DVDVHQLRU6DOHV$GYLVRUDQG%RDUG0HPEHUWRDODUJH5XVVLDQ 5HDO(VWDWH 3URSHUW\'HYHORSPHQW %XVLQHVV&RQVRUWLXP$W.XUODQKHKDVEHHQKHOSLQJDQXPEHURI )LQDQFLDOLQVWLWXWLRQVLQFOXGLQJEDQNV companies with their sales force development. These companies include insurance companies DYDULHW\RILQGXVWULHV&DUGLR&RUH/LIHVFLHQFHV$*0(QHUJ\ $QGPDQ\PRUH 3\UDPLG7HFKQRORJ\&RPSXWHU+DUGZDUH$UF7HFKQRORJ\(QJLQHHUHG7HVWLQJ6ROXWLRQV$WODQWLF&RPS0HGLFDOWR name just a few. Current and Prior Clients Include: 2UDFOH 7R\RWD -RKQ'HHUH7UDFWRUV *7( /XFHQW7HFKQRORJLHV +RQH\ZHOO *HQHUDO(OHFWULF 6WDQOH\7RRO &DUGLR&RUH 3\UDPLG7HFKQRORJ\ $UF7HFKQRORJ\ $WODQWLF&RPS *HQRPH4XHVW 7HUUDFRQ 3HUFHSWLV Registration Today! Tel:+86 (21) 6356 1155 Fax back to +86 (21) 6356 9787 www.toplink-asia.com Email:[email protected] Super Sales Management Strategy August 26-28, 2009 Plaza Royale Hotel Shanghai
Day One August 26 ,2009 Morning Session
Sales assessment and sales force evaluation- How to find and resolve constraints in the sales organization?
Every President or CEO we talk to says that they would love their sales force toperform at a higher level - but better than "what" Until you know clearly the condition and strength of the current sales group it is impossible to get better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
Working session 1 – Self diagnosis to your current sales force and constraints in your sales organization
Afternoon Session
Building a Stronger Team &KDUWLQJ\RXUFRXUVHVHWWLQJJRDOVDQGUDLVLQJH[SHFWDWLRQV3HUVRQDOJRDOVWUDQVODWHGLQWRWHDPREMHFWLYHV 'HILQLQJGDLO\DFFRXQWDELOLW\HVWDEOLVKLQJH[DFWO\ZKDWLVH[SHFWHGRQDGDLO\EDVLV'DLO\VWDQGDUGVWKDWZLOOHQVXUH KLWWLQJWKHPDUN+RZGR\RXNQRZLIDJRDOLVWRRKLJKRUORZ"
Working session 2: Setting goals for the sales system
Effective coaching and mentoring as a sales manager 7KH´FXUEVLGHFULWLTXHµNQRZLQJKRZWRHIIHFWLYHO\GHEULHIDIWHUDFDOOSURYLGHVDQH[FHOOHQWRSSRUWXQLW\IRUFRDFKLQJ 7KUHHTXHVWLRQVXQORFNWKHVHFUHWRIDILYHPLQXWHGHEULHILQJFRQYHUVDWLRQ 'DLO\FDOOVRUKXGGOHVZLOODOORZ\RXWRLPSDUWHQFRXUDJHPHQWDQGGULYHVXFFHVVIXOPHQWDOSDWWHUQV $IILUPDWLRQVWKHPRVWSRZHUIXODQGXQGHUXWLOL]HGZD\RISURYLGLQJRQJRLQJFRDFKLQJIRUSHUVRQDOLPSURYHPHQW
Working session 3: Groups break out exercise on debriefing
Recruiting your sales force )LQGLQJWKHULJKWSHRSOHLVPRUHGLIILFXOWWKDQHYHU+RZGR\RXNQRZVRPHRQHFDQUHDOO\VHOO"+RZGR\RXNQRZLIWKH\ FDQVHOO\RXUSURGXFWQHZEXVLQHVVRUELJWLFNHWLWHPV"+RZFDQWKHLQWHUYLHZEHPRUHHIIHFWLYHDQGWXUQHGLQWRDQ DXGLWLRQ" +RZGR\RXLGHQWLI\WKHULJKWFDQGLGDWHV" :KRKDVWKHVNLOOVDQGVWUHQJWKV\RXQHHGIRU\RXUEXVLQHVVPRGHODQGLQGXVWU\" Exercise 4- Group break out session )LQGLQJWKHULJKWILWIRU\RXUWHDPPRUHWKDQMXVWVNLOOVDQGDELOLWLHVDQGH[SHULHQFHZKHUHZLOOWKH\GRZHOO":LOO WKH\JHWDORQJZLWKHDFKRWKHU":LOOWKH\DGGRUGHWUDFW" 7KHLQWHUYLHZSKRQHLQWHUYLHZDQGVKRUWILUVWLQWHUYLHZVWKDWKHOSVHSDUDWHWKHPHQIURPWKHER\V" 6HOOLQJWKHRSSRUWXQLW\ 2QERDUGLQJDQHZWHDPPHPEHU
Registration Today! Tel:+86 (21) 6356 1155 Fax back to +86 (21) 6356 9787 www.toplink-asia.com Email:[email protected] Super Sales Management Strategy August 26-28, 2009 Plaza Royale Hotel Shanghai
Day Two August 27 ,2009 Morning How to improve sales planning and forecasting process Effective sales planning includes both management and the sales team. Management has the knowledge of the company's direction and financial requirements for growth. Sales people have the knowledge of the marketplace and their customers. Planning together with all of that knowledge and expertise working together brings dramatic results. %HWWHUIRUHFDVWDQGPRQLWRUERWWRPOLQHSURILWDELOLW\LQUHDOWLPH 'HILQLQJV\VWHPFULWLFDORSHUDWLRQDODFWLRQV 2SWLPL]HDQGEHHIIHFWLYHRQ\RXUZRUNLQJFDSLWDOPDQDJHPHQW
Case study: Our trainer will bring out some excellent sales planning templates for discussion
Some tactical help for your sales force %HLQJDQHIIHFWLYHPDQDJHUPHDQV´ZDONLQJWKHWDONµVR\RXPXVWNQRZKRZWRKHOS\RXUVDOHVSHRSOHILQGWUDFNDQG close business when they need to. :KHUHWRILQGVXVSHFWV"DUH\RXH[SORULQJHYHU\DYHQXHRIOHDGJHQHUDWLRQ":KHUHFDQWKH\JRDQGORRNWRILQG SRWHQWLDOEXVLQHVV" +HOSWKHPWRJHWPRUHDSSRLQWPHQWV %HWWHUTXDOLILFDWLRQOHDGVWRKLJKHUPDUJLQVTXHVWLRQVTXHVWLRQVTXHVWLRQVTXHVWLRQVTXHVWLRQV (OLPLQDWHREMHFWLRQVE\FKDQJLQJWKHLUSHUVSHFWLYH 7KHSRZHURISRVLWLRQLQJ
Working session 5: Brainstorming the issues always generated in delegates’ organization & listen to trainer’s advices?
Afternoon
Systems and processes that result in performance Everyone on the team needs to speak the same language and understand the WHUPLQRORJ\WKDWLVXVHG)RUHFDVWVDQGSURMHFWLRQVDQG\RXUVDQLW\GHSHQGRQ being able to understand each other. A clear and well defined sales process helps us to do that. 7KHIXQGDPHQWDOVRIDVHOOLQJV\VWHPGR\RXKDYHRQH":KDWLVLWFRPSRVHGRIDQGKRZUHOLDEOHLVLW" ,QWURGXFWLRQWRWKH%DVHOLQH6HOOLQJ0RGHO :LOOWKH\EHDEOHWRFORVH"'R\RXKDYHDVDOHVSLSHOLQHRULVLWPRUHRIDSLSHGUHDP" Case study: Our trainer will bring out some excellent sales planning templates for discussion
Negotiations know-how for minimizing conflicts in your organization Working session 6: Improvement plan - self diagnosis and improvement plan Closing Session: Discussion and sales team management surgery Registration Today! Tel:+86 (21) 6356 1155 Fax back to +86 (21) 6356 9787 www.toplink-asia.com Email:[email protected] Super Sales Management Strategy August 26-28, 2009 Plaza Royale Hotel Shanghai Day Three August 28, 2009 Managing, assessing and motivating remote sales team Vital success factors for high performance remote sales teams :K\GLVWDQFHPDNHDGLIIHUHQFH &RPSHWHQFLHVIRUVXFFHVVLQOHDGLQJDUHPRWHWHDP :KDWDUHWKHDWWULEXWHVRIDVXFFHVVIXOUHPRWHWHDP Working session 7: The challenges you are currently having in your long distance team and its potential solutions Case study: some successful long distance sales team case studies will be shared in the class to understand its methodology and concept behind. Assessing your long distance teams performance effectively 8VLQJDSRZHUIXOUHYLHZSURFHVVWRVWUHQJWKHQFRPPLWPHQW .QRZLQJKRZWRNHHS\RXUWRSSHUIRUPHUV¶RQVRQJ· 5HPRWLYDWLQJWKHGHPRWLYDWHG 7KHHVVHQWLDOVRIJRRGFRDFKLQJVNLOOVDQGKRZWREXLOGSHUVRQDOLVHGWUDLQLQJSODQVWKDWGHOLYHUUHVXOWV Communication and motivation in long distance team management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orking session 8: Conducting successful telephone conferences Closing Remark Registration Today! Tel:+86 (21) 6356 1155 Fax back to +86 (21) 6356 9787 www.toplink-asia.com Email:[email protected]