Increasing Sales Productivity & Performance

Why You Should Attend This Course:

With business transformation taking place all over the world, the selling profession is in a massive state of change. Old ways of selling is being challenged in the digital era where the internet, globalisation and commoditization of entire products and services have resulted in the sales person losing control as the driver of the sales process. The challenging business environment has placed tremendous pressure on sales force to deliver results and become ruthlessly efficient. The economic pressure in our business environment demands that sales organisation become more efficient and effective while reducing cost and the sales people to be more productive, doing more with less. The right tools and sales strategies can help organisations reduce costs and enjoy increased productivity and sales performance.

Learning Outcomes:

• Understand the Challenges to Sales Productivity and Performance
• Identify Unproductive Behaviours and Activities that Inhibit Sales Performance and Productivity
• Reinforce Effective Sales Behaviours that Increase Sales Productivity and Performance
• Align Technology and Processes to Increase Sales Performance and Productivity
• Identify and Use Current Digital Technologies to Increase Sales and Productivity
• Pinpoint Performance Gaps and Develop Coaching Plans to Improve Sales Productivity and Performance

Course Outline:

Day 1

• Changes and Challenges that Impact Sales Performance and Productivity
• Dimensions of Superior Sales Performance in Current Business Environment
• Different Aspects of Sales Productivity that Impact Sales Performance
• 5 Critical Skills in a Shifting Business Landscape that Impact Sales Productivity
• Key Drivers for Sales Performance and Productivity
• Critical Factors to Consider in the Sales Improvement Process Recognising Specific Causes
• Behaviours and Habits of Top Sales Professionals that Influence Performance and Productivity
• Managing Behaviours in the Performance Cycle Avoiding Psychological Performance Traps

Day 2

• Auditing Sales Processes Preventing Resources Drain and Increased Costs
• Maximise Selling Time Activity Management vs. Time Management
• Critical Performance Measures that Companies Use to Assess Sales Productivity
• Establish, Manage and Measure KPI's that Drive Sales Success and Productivity
• Leveraging on Technology and Social Media to Increase Sales Performance and Productivity
• Build Digital Relationship and Use Digital Technologies to Increase Sales and Productivity
• Benefits and Pitfalls of Using Social Networking as a Tool for Increasing Performance and Productivity
• Getting Sales People to Agree on Performance Changes Coaching for Performance and Productivity

Who Will Benefit?

Sales Personnel and Executives, Marketing Executives, Managers and Team Leaders who would like to achieve higher sales productivity and develop sales skills and competencies to increase profitability.

Trainer's Profile:

(Course will be conducted by one of the following trainers)

Stanis Benjamin, Master Facilitator and Distinguished Toastmaster, is a motivational humorist and an accomplished speaker, consultant and trainer in the fields of business presentation skills, sales, communication, customer service, leadership and strategies for personal success. As a coach, consultant and keynote speaker, he has addressed many companies and institutions and helped senior executives, high-achieving professionals and beginners to reach higher levels of performance.

Stanis is a thought leader on how to create and sustain high performance. He combines theory with management practices to develop action-oriented techniques for building winning teams. He has been invited as an expert to speak on the topics "Behaviour Focused Communication and Humour in Presentations" and presented on Positive Business Minutes for News Radio 93.8.

He has gained excellent reputation for his work with human resource and training departments of numerous organisations to design and develop Sales, Personal Effectiveness, Leadership and Communication training programmes. Stanis brings with him over 15 years of training and coaching experience and is accredited as an Executive Leadership facilitator.

Ho-Tan Whai Aun has been a consultant, speaker and trainer since he started working in the UK in the 1980's. He was responsible for implementing major projects with The Guardian Royal Exchange, Norwich Union, The Christian Trust, Norfolk County Council and ChristChurch Conferences.

Over the years, Whai Aun has trained many people through seminars, workshops and one-to-one supervision he is also a mentor to professionals and senior managers in UK and Asia. He believes in continuing education and training, and empowering people through learning, training and application of evidence-based principles. He knows that personal success usually comes through incremental minor transformations rather than radical major upheavals, so he brings successful people to greater heights through corrective behaviour modifications and changing of their thought patterns and core beliefs.

Whai Aun is a sought-after speaker in complex technical presentations as well as in communications and counselling seminars. He has conducted training for the business and industrial sectors, hospitals, government bodies as well as for colleges, schools and charitable organisations.

Whai Aun graduated from Trinity College, Dublin (Ireland) in Business Studies and was a UK-trained Project Manager. Occasionally, he provides oversight, support and training for Marketing & Sales and HR staff specialising in consumer heuristic evaluations and networking. He has also conducted seminars for the Sales Teams in various financial and manufacturing companies. He is a mentor and personal friend to top Sales producers and CEOs from different industries, as well as to various start-up entrepreneurs.

In Asia, some of the organisations he has worked with include Microsoft, Tan Tock Seng Hospital, Singapore Police Force, DBS Securities and The Salvation Army.

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