Back to template

HTML Preview Management Agenda For Sales Management page number 1.

1

High‐LevelSalesandSalesManagementSampleAgenda

Pre‐workshopassignment:Completeweb‐basedcourseoncreatingarelationshipmapforakeyaccount.

Onthemap,identifythe“mostrelevantseniorexecutive.”Theexecutivewho:Ownstheproblemyoucan

solve;Feelsthemostpain;Mostabletoeffecttheactionyouwant; Sufficientlyhighintheorganization;



Politicallyconnected;Isnetworkedintoalltherelevantsilos.Identifyhisorhermostimportant

priority/issue/goal.



Day



1



timing



Day



1



topics



8:30





9:00













10:30





10:45















12:00





12:30

















2:00





2:15















3:15













4:45

Introductionsandoverview



TeamSelling

Incomplexsales,mostcompaniesaredevelopingmulti‐disciplinedteamswhosememberscanbe 

assignedonanadhocbasistospecificsalesopportunities.Inthismodule,wewillexplorethe

virtuesandlimitationsofteamsellinganddiscussstructuresthathavebeenshown

tobeeffective.

Additionally,guidelinesforteamdevelopment,andrelationshipswillbediscussed.



Break



CustomerRelationshipManagement

Buildingqualitykeyaccountandotherhigh‐endcustomerrelationshipstrategiesistheheartof

successfulbusinessmarketingprograms.Theroleofthesalesforceinestablishingandnurturing

theserelationshipsisvital.

Thismodulewillenableparticipantstobetterdefinetheirkeyaccount

managementprogramandbetteraligntheirsaleseffortswithspecificcustomerneedsand

requirementsforwhichthecustomeriswillingtopay.



Lunch



AssessingCustomerRelationships

Inthismodule,managersgainbetterperspectiveonhowtoevaluateeachcustomer’s

long‐term

potentialtoanorganizationfromafinancialandresourcesperspective.Theywillbebetterableto

determinewhichcustomersdeserveextraconsiderationforgrowthovertimeandthusextra

treatment,andwhichcustomersrepresentmarginalvaluetotheorganization.Participantswillbe

abletomoreeffectivelyandefficientl yuse

theresourcesattheirdisposalinpursuitofadditional

profitability.



Break



BusinessReviewandDevelopment(BRAD)Meetings

Inthismodule,“bestpractices”fromsuccessfulorganizationswillbereviewed,structureswillbe

reviewedthatcanhelpmakeBRADssuccessfulforbothorganizations,andorganizationaltipswillbe

giventofacilitatethe

meetingsthemselves.Participantscanbeexpectedtobetterdeterminewhich

customerswouldbethebestcandidatesforthesesessionsanddevelopandimplementaplantoput

themintoaction.



ManagingCustomerExpectations

Ifcustomerexpectationsarewellmanaged,theywillalwaysbemet.Thisissueisdiscussedasvitally



importantinthelong‐termsuccessofbusinessrelationships,andmanagerswhoattendthismodule

willbeequippedtohelptheirsalesforcediscoverwhattheircustomerexpectationsare,andhowto

modifyandmeetthem.



Dayonewrapup



You have brains in your head. You have feet in your shoes. You can steer yourself, any direction you choose. | Dr. Seuss