Adaptive Sales Management:
Strategies for Improving Sales Performance in Changing Times
Adaptive Selling is defined by BusinessDictionary.com as a "custom-tailored and flexible approach to selling based on the customer and sales situation, and adjusted in response to the feedback received. It is the opposite of formula selling."
The challenge for sales organizations today is to adapt to the internal and external changes in the business environment. If our approach to selling is evolving, so should the way we manage our sales teams and sales performance.
Seminar Objectives:
This seminar was developed to help sales managers and sales supervisors to develop key strategies to enhance their approach to leading sales teams and coping with the challenges they encounter.
Key Learning Points:
1. How to analyze your Sales Situation both internally and externally
2. How to address the issues and problems you face in leading your team
3. How to create selling strategies that fit your situation to meet your sales objectives
4. How to translate these strategies into applicable selling tactics to boost your team's ability to win sales
Module I - Analyzing your Present Sales Situation
A. External Issues and Challenges
1. Effects of the Present Business Climate
2. Changes in your Customers' Buying Behavior
3. Changes in your Competitors
B. Internal Issues and Challenges
1. Company Situation and Objectives
2. Analysis of your Products and Offerings' Alignment to the Market
3. Analysis of your Sales Organization
4. Analysis of your Support Groups
C. Scenario Sales Planning based on your Challenges
1. Specifying the Driving Forces or Threats that would affect your Sales
2. Specifying the Weaknesses in your Sales Organization and Company
3. Creating your Scenarios and Contingency Plans
Module II - Adaptive Sales Management Strategies
A. The Equation for Sales Optimization (Source: CSO Insights)
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
5. Sales Targets and Performance Measurements
6. Instilling Discipline, Responsibility and Accountability in your Team
C. Analyzing your Sales Support Requirements
1. Customer and Competitor Intelligence
2. Marketing Support
3. Budgets and Resources
Module III - Adaptive Sales Management Tactics
A. Addressing your Internal Issues
1. Sales Team's Attitude and Skills Gap
2. Accountability, Discipline and Performance
3. Customer Value Selling Points
4. Defined Target Accounts and Territories per Salesperson
B. Addressing your External Issues
1. Customers' Need and Budget
2. Timing and Buying Centers / Decision Makers
3. Competitors' Tactics
4. Market Trends and Developments
Module IV - Adaptive Sales Management Framework: Action Assignment
A. Adapting to the Expected Changes in your Market and Customer Base
1. Strategies and Tactics to Apply
2. Procedural Action Plan
an style="font-size: small; font-family: arial,helvetica,sans-serif;">B. Developing Change Imperatives in and for your Sales Team
1. Management of Sales Activities and Performance
2. Improvements in Sales Support and Tools
3. Specific Strategies and Tactics you can apply
4. Developing your Sales Management Plan
Rates per participant:
P6, 500 + VAT until January 14, 2010 and paid within the assigned due date
P7, 500 + VAT starting January 15, 2010 and paid within the assigned due date
P8, 500 + VAT for on-site paymets
