Sales Force Effectiveness Training for Sales Managers

The training program began in July 2020 and is focused on building the capability of sales managers to adapt to customer needs and improve team performance. The program is structured around several key modules, including sales routines, team performance, team discussions, geospatial maps, and the importance of coaching. The training program utilizes a combination of group discussions, exercises, and role-playing to facilitate learning and skill development. One of the key components of the program is the sales routines module, which focuses on synchronizing sales activities with customer needs. This module includes a discussion on the importance of adapting to customer needs and an exercise on the risks and benefits of implementing sales routines. The program also includes a session on team performance, which leverages key performance indicators (KPIs) to improve team performance. The training program also places a strong emphasis on team discussions and the importance of creating a team spirit through frequent huddles. This module includes a discussion on the types of team discussions that can help improve team performance and an exercise on leading team discussions using different channels. Another key component of the program is the geospatial model, which provides insights into customer needs and preferences. This module includes a plenary session on the benefits of using the geospatial model and an exercise on extracting major insights from the geospatial sheet. The program also includes a module on the importance of coaching, which focuses on developing a sales coaching mindset. This module includes a discussion on the characteristics of a great coach and an exercise on coaching skills. The training program is designed to be interactive and engaging, with a range of exercises and activities to facilitate learning and skill development. The program is structured around a sales effectiveness framework, which provides a proposed set of sales tools and routines to support sales execution and results tracking. The framework includes a range of tools and routines, including incentive systems, client needs identification, geospatial analytics, and performance dialogue. The program also includes a module on after-sales support, which examines organizational structure, reporting lines, and roles, as well as call center functionality and other after-sales support mechanisms. Overall, the sales force effectiveness training program is designed to provide sales managers with the skills and knowledge they need to adapt to customer needs, improve team performance, and drive sales success. The program is structured around a range of key modules and includes a range of interactive and engaging exercises and activities to facilitate learning and skill development.