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Exam Preparation
SMCPSales Management Certified Program
Rating:
English
Intermediate to Advanced
FACE 2 FACE
ON SITE TRAINING
LIVE VIRTUAL
TRAINING
COACHING
& MENTORING
SELF-PACED
TRAINING
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Course Overview
With attending the SMCP program, you will be identified as a highly competent sales manager who has demonstrated and met the standards for experience, knowledge, attitude and skills set by the CPSA Sales Institute. You will improve your career growth opportunities, advancement, and earning potential.
Key Takeaways
1
Set a measurable benchmark within your sales team.
2
Differentiate your sales team by increasing their credibility.
3
Decrease turnover by setting a hiring standard for new staff.
4
Assist with ongoing training and career development.
5
Demonstrate your commitment to the profession.
QUOTA
The Quota® System provides tools/training that cover every aspect of sales development from: sales management coaching; sales conference delivery; reinforcement and follow-up; CRM tracking of sales metrics; and sales training. Quota® has combined a unique blend of over 30 years of research; practical experience and academic instruction to create an outstanding learning experience that, simply put, produces results!
Course Outline
Day 1
Summary of Skills
The table chart shows the summary of skills taught in Quota® sales process training. In addition to teaching the participants the skills associated with the different stages of a sales process, we focus on hands-on exercises that were developed to our customers in different industries. The exercises are designed to cover multiple skill areas required by today’s sales professionals as per the following sections.
Day 2
Business Acumen skills
Today’s competitive economy requires a new breed of sales professionals. Relationship selling is no longer the skill that a sales professional should have. Customers value what is called “Partnership Selling”, building a social relationship with customers, playing Golf, or go fishing with them is no longer the way to sustain healthy and consistent business relationship. That said, we have designed a set of exercises that raises the level of business acumen of sales professionals.
Business Modeling
Moving the sales professionals from “pray & spray” mode, where they recite the features of their products to a partnership mode where they add value to their customers require an important ingredient; business acumen. To add value to the buying organization one needs to understand what they do, how they do it, to whom, etc. In this exercise we teach the participants the basics of business modeling. Knowing the customer business model enables the sales professional to identify areas where they can add value suing their products & services.
Business Model Definition
The way the organization creates and delivers value to its intended users, customers and constituents In the world of Commerce BM is How a company intends to make money for its shareholders and ensure continuous and healthy revenue stream.
Business Model elements
Customer Segment. Value Proposition. Sales Channels. Customer Relationship. Revenue Stream. Cost Structure. Key Resources. Key Activities. Key Partners. Competition Financing By the end of this section, participants will be able to build and present a business model, define its value proposition and customer segments and the rest of elements, which enables them to elevate the level of business discussions to a consulting level which adds a great deal of credibility. ROI, PB period, NPV, Cash Flow Management Oftentimes sales professionals are asked to present a Return on Investment ROI, or Payback period information to their customers, unfortunately very few know how to answer such a request. This exercise aims at raining the awareness level of sales professionals of some financial terms that are quite beneficial and indeed separates them from their competitors. They learn how to develop a proper payment plan that matches their customer’s business need and their company’s cash flow. Further customization can be done to address the specifics of any industry as per the customer’s need.
Day 3
Account Management Topics
Sales performance measurement; what to measure? How to improve? Tying time management to efficient selling. Why should you care about your customer strategic concerns? Competition analysis, a practical view (know your strength, assess your competitor’s) Dissecting your customer organization relationship map. Do you want to be the best? Or be unique? SWOT analysis Building an account plan (hands on) - Set the objectives - Create goals and quick wins - Differentiate priority from rank - Map the resource dependencies - Develop the map - Formulate the plan. - Assign responsibilities and dates
Sales Scripting, a valuable tool that should be used
Scripting is the best tool a sales professional can use, but unfortunately, they never practice it and in turn get into improvised discussions with their customers. The most important thing in a sales conversation is “Control”. Elite sales professionals spend hours scripting their conversations, so they control and drive the discussion without any surprises. This section of the course includes numerous scripts that cover almost all kinds of conversations and objections: Examples of openings (inbound and outbound) The right way to open your phone call Initial resistance scripts: I’m not interested - “Just send/email the information - We’re already taken care of/have a supplier/etc. - I’m too busy/don’t have the time. - We don’t have the budget/money. The Definition of a Qualified Lead, qualifying checklist Examples of Red Flags and how to handle them: How to Handle Incoming Leads (Inside Sales): Voice Mail Scripts - Voice Mails left for prospects you haven’t spoken to yet: - Voice Mails left for prospects (or clients) you’re getting back to - Prospects that are dodging you or not calling you back Email secrets The Five Step Method of Handling Objections Closing scripts, handling closing objections - The price is too high - I need to show this to my (partner, boss, etc.) - I need to think about it / need to wait until next week/month / I’ll get back to you - I already have a supplier - Do you have references/I’m not familiar with your company - Do you have a guarantee/I’m not sure this is for me We already have more business than we can handle, good when you sell to distributors
Participants’ evaluation before and after the sales effectiveness program
Participants are evaluated before and after the sales effectiveness program against the following competencies. Sample of the evaluation is shown
Who Should Attend?
This highly practical and interactive course has been specifically designed for
Sales Managers
Leaders
Seniors
Vice Presidents
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FAQ
What language will the course be taught in and what level of English do I need to take part in an LEORON training program?
Most of our public courses are delivered in English language. You need to be proficient in English to be able to fully participate in the workshop and network with other delegates. For in-house courses we have the capability to train in Arabic, Dutch, German and Portuguese.
Are LEORON Public courses certified by an official body/organization?
LEORON Institute partners with 20+ international bodies and associations.We also award continuing professional development credits (CPE/PDUs) for:1. NASBA (National Association of State Boards of Accountancy) 2. Project Management Institute PDUs 3. CISI credits 4. GARP credits 5. HRCI recertification credits 6. SHRM recertification credits
What is the deadline for registering to a public course?
The deadline to register for a public course is 14 days before the course starts. Kindly note that occasionally we do accept late registrations as well, but this needs to be confirmed with the project manager of the training program or with our registration desk that can be reached at +1071 4 1075 5711 or [email protected].
What does the course fee cover?
The course fee covers a premium training experience in a 5-star hotel, learning materials, lunches & refreshments, and for some courses, the certification fee and membership with the accrediting bodies.
Does LEORON give discounts?
Yes, we can provide discounts for group bookings. If you would like to discuss a discount on a corporate level, we will be happy to talk to you.
Reviews
- Review:IAMM Internal Audit Maturity ModelIn recognition of their dedication and contribution supporting IKEA Saudi Arabia in arranging training programs during 2017 & 2018, looking forward for more development and exciting effort this year. On behalf of IKEA Saudi Arabia, THANK YOU!Dalal KutbiCountry Learning & Development Manager at IKEA Saudi Arabia
- Review:Certified Professional in Quality and Patient SafetyDating back to 2014, Mobily’s “LEORON” experience has grown from a single collaboration to a long-term partnership. We consider ‘’LEORON” Institute as a strategic partner, whose contribution has been nothing but premium in equipping our staff with field-based knowledge and information. Past three years have resulted with an expanded collaboration with superior customer service and support. Best Regards,Turki S. AlsahaanDir L&D, Talent Management at Mobily, Etihad Etisalat Company
- Review:Certified Professional in Quality and Patient SafetySince the partnership was signed between BAE Systems Saudi Development & Training and LEORON in 2017, we have been working together to offer the Saudi market a complete portfolio of training solutions benefiting from the wide and extensive experience of both parties. Recognizing the great success of this partnership, we are looking for further collaborations in the future that will position both companies as one of the leading training providers in Saudi Arabia. We thank the LEORON team for their full cooperation and continuing support, and look forward to further success together in the years to come.Emad AlrajihVP, Business Winning at BAE Systems Saudi Development & Training
- Review:Certified Professional in Quality and Patient SafetyWe have been working with LEORON for the past two years and will be working with them again this upcoming year. The programs they delivered were fruitful and exciting and our organization has received positive feedback from the participants. What our organization aims to do is to provide at no cost training for all the private sector employees so that they may benefit from our offered programs in Innovation and Professional development. Leoron has helped us achieve this goal. We look forward to continuing this service and wish them the best of luck. Regards,Nasser M. Al-SubaieSr. Program Officer, Enterprise Learning & Human Development at Kuwait Foundation for the Advancemen
