Too often in sales, salespeople are measured by their results. Certainly, results are important, and they are ultimately the measurement of achievement. Unfortunately, results are not something that can be managed. Results are history – they have already happened. Activity is what is happening, or what is about to happen. Clearly, then, activity becomes the manageable part of the sales force.

This program focuses on developing the skills needed to significantly improve your company’s sales activity performance.

For a comprehensive program outline - please review

ACTIVITY MANAGEMENT SKILLS
CONTENT OVERVIEW
Level 1: Planning results
Level 2: Planning activity
Analyse and understand activity levels: Activity analysis of the sales process Segmentation of activity
Understanding the delay factor
The impact of leverage
The value of backwards planning
Understand the importance of lead generation: How to generate more leads How to optimise lead flow How to ask for referrals from clients and lost clients
Understand the prospect pipeline (selection criteria)
Understand the conversion pipeline (pipeline management)
Understand the active customer platform (brick walling your clinet)
Understand what a Sales Process Map is: Develop sales process map benchmarks The sales cycle Conversion ratios Performance and productivity Specific activites to achieve results Visibility and accuracy forecast How to close more deals (delivering planned results) Create best practice tips and guidelines
DURATION: 2 Day Course
WHO SHOULD ATTEND
Customer Service = CS Consultant = C Business Development Manager = BDM Account Manager = AM Middle Manager = MM Senior Manager = SM	CS	C	BDM	AM	MM	SM