Strategies for Managing the Sales Decline:
Improving Sales performance in Challenging Times
As we enter the 3rd quarter of 2009, you may be encountering the following challenges:
1. The economic slowdown has affected your ability to easily hit sales targets
2. Many of your customers are hurting and more difficult to convince
3. Confirmed orders are being delayed and new deals are not closing
4. The sales team is getting de-motivated, panicky and frustrated
If you are experiencing these effects of a sales slump, this seminar is for you. Old strategies and selling techniques may not work as we hurdle the new challenges that we face. Hoping that things will turn out well is not a PLAN, it is wishful thinking.
The pressures and demands to hit the projected sales growth targets are stronger than ever and you need to know what you can do and how you can do it.
If you’re still debating whether you need this seminar or not, just compare this to the cost of doing nothing, will it solve the present dilemma that you and your team are facing?
Seminar Objectives:
This seminar was developed to help sales managers and sales professionals to develop key strategies to weather the challenges of declining sales.
You will learn HOW TO:
1. Analyze the Sales Slumps you are experiencing
2. Explore the possible root causes of these Sales Slumps
3. Create Selling Strategies that fit your situation and resolve your sales decline issues
4. Translate these strategies into applicable selling tactics to boost your sales wins
Module I – Understanding Sales Declines and Sales Slumps
A. The Symptoms of Economic Downturns
1. Differentiating Bad Selling Days and Real Sales Slumps
2. How your Sales Performance gets Affected
3. Facts to Remember when Sales Decline
B. Analyzing the Big Picture
1. Are you on the Selling Decline or is it the Buying?
2. Evaluating your Selling Process
3. Probing the Buying Side of the Equation
4. Identifying the Root Causes and Gaps of Sales Declines
Module II – Sales Decline Management Strategies
A. The Equation for Sales Optimization Strategy
1. Having the “Right” Sales Team
2. Doing the “Right Things”
3. Armed with the “Right Tools”
4. Given the “Right Support”
5. To persuade Clients to make the “Right Decision”
6. “Right NOW”
B. Analyzing your Sales Team’s Effectiveness
1. Performers vs. Slackers
2. Sales Time Allocation
3. Sales Activity Focus
4. Sales Tools and Sales Support
C. Analyzing your Customers
1. How Customers buy during Economic Slowdowns
2. Evaluating the Customers’ Key Buying Triggers
3. Analyzing your Product Portfolio and Strategies
4. Matching your Selling to the Customer’s Decision Making Process
Module III – Sales Decline Management Tactics
A. Internal Issues to Address
1. Sales Team’s Attitude and Skills Gap
2. Accountability, Discipline and Performance
3. Customer Value Selling Points
4. Defined Target Accounts per Salesperson
B. External Issues to Address
1. Customers’ Need and Budget
2. Timing and Buying Centers / Decision Makers
3. Competitors’ Tactics
4. Market Trends and Developments
Module IV – Phased Planning and Implementation Framework: Managing and Averting Sales Declines
A. Market and Customer Base Analysis
B. Sales Team Analysis
C. Sales Management Analysis
D. Sales Support and Tools Analysis
E. Customer Buying Process Analysis
F. Specific Strategies and Tactics you can apply
G. Implementing and Evaluating your Plan
Rates per participant:
P6, 500+VAT until July 20, 2009 and paid within the assigned due date
P7, 500+VAT starting July 21, 2009 and paid within the assigned due date
P8, 500+VAT for on-site payments
***All Seats Must be Prepaid to Confirm Reservations***
Participants will be entitled to the following:
- Training CD Kit with manuals
- Exercise Sheets
- Certificate of Completion
- Lunch with Am & Pm Snacks
- Editable Action Plan Template that can be used to guide the participants
on the application of the principles and concepts learned, included.
