Improving Sales Performance

Totally revised course to help you excel in your role!

Improving Sales Performance By Implementing Effective Sales Management Best Practice This practical and interactive course will focus on: • • • • • • • • • •

Building a compelling vision and sales culture (B2B, direct or retail) Recruiting and training a sales team and developing strong, flexible, skillful sales leadership Building a strategic sales plan and setting objectives that connect vision to action Appraising performance and successfully motivating a sales team Developing robust sales coaching (and feedback) skills and processes Rewarding the right behaviours through incentive schemes and communicating positively with your sales organisation Structuring and delivering powerful sales team meetings Effectively managing your sales team and managing territories and remote staff Creating customer loyalty and developing and implementing your desired customer experience Managing change successfully to integrate your action plans from this course

Organised By:

18 – 22 January 2009 Madinat Jumeirah (Convention Centre), Dubai, UAE

Who Should Attend? This course is designed to benefit professionals in the following job functions: Business development, sales, brand management, marketing, corporate communications, public relations, media, advertising and promotions, marketing and project management. However, Improving Sales Performance will also benefit Company Directors and General Managers who want to gain a better understanding of how to improve the sales performance within their own organisation.

Supported by: Official Regional Recruitment Partner

www.iirme.com/salesmgmt

Dear Sales Professional,

About Your Expert Course Leader Jerry Brown is a Management

Sales techniques and strategies have constantly been under review in business with opinions of the most effective method varying greatly. However, many techniques in sales have been agreed on across the board as successful and necessary if one is going to be effective in a competitive market. In this course, you will learn both these proven techniques and new, cutting edge strategies brought to you in a refreshing, interactive course format. “Sales are contingent upon the attitude of the salesman, not the attitude of the prospect.” - William Clement Stone As organisations today continually seek improved customer relationships, higher profits and revenue growth, your managerial role is that of an effective sales professional, a brand representative, an excellent communicator, a human capital manager and at the same time, someone who is able to deliver outstanding sales figures to maximise the bottom line!

By attending this course, you will learn to: • Develop a strategic sales organisation • Recruit the team and train them for success • Discover personal management • Retain the customer • Enter the new economy • And much more…

IIR’s Improving Sales Performance is based on best practice principles of sales management. This course is unique because it moves away from the conventional values in sales management techniques to strategic and organisational competencies which maximise sales management performance. Don’t miss this opportunity to take yourself and your team to the next level of professional selling! Yours sincerely,

Keith Parker Conference Manager

P.S. Book before 19 October 2008 and save US $200! P.P.S. Bring more of your sales team into the advanced selling mix and benefit from extensive group discounts! See back page for details. Tel: 971-4-3352437 Fax: 971-4-3352438

Development Consultant with Peters Management Consultancy (PMC) based in the UK. His 25 year career in both retail and direct sales management with several blue chip British companies has given him unrivalled expertise in these areas. Jerry joined PMC in 1997 and is an integral part of their training and development team with specific responsibility for senior management development and the recruitment of sales managers and directors. Jerry Brown has extensive Middle East experience having trained Gulf Nationals in the UAE and Saudi Arabia in the recent past and understands the cultural framework in which people work in the Gulf to maximise the sales function. Jerry is an Executive Coach to chief executive officers and management in addition to delivering retail and sales management training courses.

Hear What Past Delegates Have Said About IIR’s Improving Sales Performance Course

“Puts things in perspective throughout the sales process” Khaled El Sadek, Sales Director Palm Hills Development Co., Egypt

“Excellent communication and presentation” Hend Abdulrazak, Manager, Sales Emaar Properties PJSC., UAE

“Fantastic!” Omar El Dewey, Sales Manager Sodic Property Services, Egypt

Forthcoming Relevant Events BC2784

Strategic Quality Management And Business Performance 2 – 6 November 2008 www.iirme.com/sqm

BC2780

Customer-Driven Selling Skills 16 – 20 November 2008 www.iirme.com/sellingskills

BC2722

Certified Customer Service Manager 15 – 19 February 2009 www.iirme.com/csm2

For more information on any of the above events please contact us on Tel: 971-4-3352483 or email: [email protected]

Web: www.iirme.com/salesmgmt

Improving Sales Performance

18 – 22 January 2009

Course Timings: Registration will take place at 08:00 on the first morning. The course will commence at 08:30 promptly each day. Refreshments will be served at approx 10:30 and 12:30. Luncheon will be served at 14:30 following close of day.

Day One – Sunday, 18 January 2009 Developing A Strategic Sales Organisation Organising Your Sales Force – Roles And Responsibilities • • • • • • • • • •

Key sales functional activities Classic sales positions and functions Key sales management qualities The power of vision – case studies What makes compelling vision? The strategic planning process The elements contained in the process Mission statements Value statements and their potential for empowering the sales team Cascade methodologies – getting the vision out to the sales team – case study

• • • •

Basic Sales Training • • • • • •

Planning and preparing the sales organisation The characteristics of great sales leaders Self assessment exercise Analysing your current sales force Developing the areas of major focus for your sales team to achieve success Developing the sales structure Evolving sales culture The core components of excellent sales culture What can ‘derail’ sales culture? Case studies of organisations with successful visions and cultures

Day Two – Monday, 19 January 2009 Recruiting The Team And Training Them For Success Recruitment And Selection • • • • • •

Overview of the recruitment process How to identify sales qualities and skills Job descriptions and personal specifications Sourcing potential applicants for sales positions Screening the initial applicants Structuring and conducting interviews

The role of training in the sales force Fundamental content for sales training Developing a basic programme Conducting group training sessions Variety in effective training Training “horses for courses”

Field Sales Training • • • • •

Sales Structures And Organisation • • • • • • • • • •

The sales interview framework Short-listing candidates Making the final selection Planning the induction of a new recruit

The nature and purpose of field training Assessing training needs The basic stages of training The training audit The practicalities of field training

Day Three – Tuesday, 20 January 2009 Personal Management Developing Skilful Performance Coaches • • • • • • • • •

Understanding the fundamental principles of performance coaching The coaching process Coaching the sales process Diagnosing skills gaps Coaching contracts Giving feedback – the Accord model Tracking progress and records Consultative planning – skills practice Sustaining the coaching culture

Motivational Sales Management • • • • •

What is motivation? Why do salespeople need motivating? Looking at motivational factors Inspiring practical motivation The join and consult management approach

Tel: 971-4-3352437 Fax: 971-4-3352438 Email: [email protected] Web: www.iirme.com/salesmgmt

Day Five – Thursday, 22 January 2009

Motivating Through Rewards And Incentives • • • •

What are the key options and which would be most appropriate? Developing and implementing motivational rewards The key principles of incentive schemes Justifying your incentive scheme

Providing Appraisals For Motivation, Training And Discipline • • • • • •

What is the objective of appraisals? What do you measure and evaluate? What are the sources for appraisal criteria? Developing an effective appraisal system How to operate an appraisal system Managing the results

Sales Communication • The benefit of effective communications • What tools can be used? • The future trends of sales communications

Successful Sales Meetings • Organising and running successful sales meetings • Making sales meeting presentations • Brainstorming procedures – when, how and why?

Day Four – Wednesday, 21 January 2009 Retaining The Customer Developing Lifetime Customer Loyalty • • • • • • • • •

Excellence in sales process communication Fundamental principles of communication The essentials of rapport The real sales process Senses and communication Your communication profile The human element in the sale The buyers perspectives Skills practice using the methodology

The New Economy Creating A Unique Customer Experience • • • • • • • • •

Case study film of outstanding customer service experience The next stage of economic value Creating and implementing your ideal customer experience How the experience drives profit How to build on your desired customer experience People, place, proposition and delivery The customer journey The psychology of your customers Bringing it all together

Key Account Management • • • • • • • •

An introduction to key account management Developing key account profiles Getting to know all of the buyers Relationship building with key accounts Key account penetration and development Brick-walling strategies Managing key accounts Setting key account sales objectives

Your Transformational Plan Of Action! • • • • •

Creating your action plan from the five days Understanding the impact of change, both emotionally and practically on the team Planning the integration Communicating your plan and getting buy-in Course summary and close

Measuring Sales Performance • • • • • •

What information is and isn’t useful for sales teams? The MI Assessing a sales team – case study Feedback and coaching strategies to develop this sales team Managing sales managers’ time Model months approach

Tel: 971-4-3352437 Fax: 971-4-3352438 Email: [email protected] Web: www.iirme.com/salesmgmt

IIR Middle East certified by

Improving Sales Performance 18 – 22 January 2009 • Madinat Jumeirah (Convention Centre), Dubai, UAE

ISO 9001:2000

FIVE EASY WAYS TO REGISTER 971-4-3352437 971-4-3352438 [email protected] IIR Holdings Ltd.

GCS/IIR Holdings Ltd.

PO Box 21743, Dubai, UAE

P O Box 13977, Muharraq, Kingdom of Bahrain

www.iirme.com/salesmgmt For further information and Group Discounts contact 971-4-3352483 or email: [email protected]

WEB BC2858

Yes, I want to register for: Event Dates Improving Sales Performance



Price before 2 November 2008

Price between 2 and 23 November 2008

Price after 23 November 2008

US$ 3,795 (Save US$ 500)

US$ 4,095 (Save US$ 200)

US$ 4,295

18 – 22 January 2009

If you have eight or more delegates who need this training, contact IIR In-House on 971-4-3352439 or [email protected] Course fees include documentation, luncheon and refreshments. Delegates who attend all sessions will receive a Certificate of Attendance.

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A confirmation letter and invoice will be sent upon receipt of your registration. Please note that full payment must be made upon receipt of the invoice and prior to the event. Only those delegates whose fees have been paid in full will be admitted to the event. You can pay by company cheques or bankers draft in Dirhams or US$. Please note that all US$ cheques and drafts should be drawn on a New York bank and an extra amount of US$ 6 per payment should be added to cover bank clearing charges. All payments should be made in favour of IIR Holdings Ltd.

If you are unable to attend, a substitute delegate will be welcome in your place. If this is not suitable, a US$ 200 service charge will be payable. Registrations cancelled less than seven days before the event must be paid in full.

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Event Venue

Madinat Jumeirah (Convention Centre) Dubai, UAE Tel: 971-4-3668888

Accommodation Details

We highly recommend you secure your room reservation at the earliest to avoid last minute Delegates requiring visas should contact the inconvenience. You can contact the IIR hotel they wish to stay at directly, as soon as possible. Visas for non-GCC nationals may take Hospitality Desk for assistance on: Tel: 971-4-4072693 several weeks to process. Fax: 971-4-4072517 Due to unforeseen circumstances, the programme may change and IIR reserves the right to alter the Email: [email protected]

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