Corporate Training
Blue Ocean offers a wide array of bespoke corporate training solutions for organizations to enable their employees to become specialists in their industry. We offer over 600+ corporate training programs catering to a wide range of industries across government, semi-government and private organizations. The courses are designed to deliver strategic insights and learning for building high potential teams that can drive actionable strategies for their organizations. Our corporate programs are flexible and can be tailored to suit customers’ specific needs, helping teams unleash their maximum potential for organizational benefits.
Sales Management Training
Course Objectives
By the end of the Sales Management Training Course, participants of this training course will be able to:
- Comprehend the different facets of sales management
- Understand how to balance sales strategy with delivering excellent customer satisfaction
- Understand the psychology of buyers and the impact of selling skills
- Discover the art of writing influential proposals that be informative and compelling
- Plan efficient introduction and deal closing techniques
- Discover the significance of planning and time management skills in a sales environment
- Implement the forecasting tools to expand market reach and boost sales results
- Identify buying signals and make the most of it
- Capitalize opportunities for upselling and cross-selling during the process of a sale
- Understand and examine the buyer needs analysis
- Enhance your questioning techniques to better understand the buyers’ requirement
- Master the art to deal with objections
- Develop effective and impactful presentations that show results and ROI
- Learn the skill of building long and influential client relationships
- Set SMART goals and objectives, and the way to drive them
- Conquer stress and stay motivated
- Erect and structure a powerful and aggressive Sales Team
- Analyze the team and work towards maximizing the team’s strength
- Formulate effective compensation plan to boost motivation and results
Course Outline
Module 1: Understanding Sales Management
- Sales strategy concept
- Examining basic selling skills
- Concept of Key account management
- Relationships management: Importance
- Delivering exceptional customer service
- Assisting with Solutions, not Selling
- Building a Sales Relationship
- Tools for forecasting needs and achieving results
- Changing Business Environment
Module 2: The Science of Selling
- Psychology of selling
- Mind of the seller vs Mind of the buyer
- Factors influencing buying and selling
- Moving beyond the price
- Understanding the buyer
- Buyer thoughts and emotions: Behavioral Profiling
- First Impressions and Body Language
- Sales Questioning Funnel
- Delight Factor
- Science of Sales Measurement
Module 3: Mastering Sales Proposals
- Writing Sales Proposals
- Parts of a proposal
- Understanding the needs
- Building on the needs
- Get them to say it themselves
- Prescribing a convincing solution
- Drafting an effective and influential proposal
- Professional writing techniques
- Presenting your proposal
Module 4: Time and Task Management Skills
- Time and Area management
- Managing your time and your area
- Time Management Quadrant
- Prioritizing buyers and tasks
- Organizing and Planning
- Becoming an effective salesman
- Handling work pressure
- Work-Life Balance
Module 5: Importance of a Sales Attitude
- Power of positive thinking
- Improving attitude by improving habits
- Developing Emotional Intelligence
- Self-motivation and Sales Drive
- Motivators and de-motivators in sales management
- Developing a focused frame of mind
- Being motivated to solve problems
Module 6: Adding Value to Sales
- Adding value to your buyers
- Combining sales with excellent services
- Cross-selling and up-selling through Customer Satisfaction
- Building and maintaining long term relationships
- Gaining Buyer Trust
- Matching product/service features to buyer needs
- Creating your personal and organizational brand
- Dealing with difficult buyers
Module 7: Preparing Impactful Presentations
- Sales presentations and pitching
- Effective presentation skills
- Overcoming presentation challenges
- Placing the right pitch at the right place
- Satisfying the target audience
- Presentation of Results and Return on Investments
- Transactional versus consultative selling
Module 8: Sales Resistance and Objection Handling
- Reasons for resistance to a Sale
- Preparation is Key to Sales
- Overcoming Resistance
- Clearing up misunderstanding
- Keeping things simple and clear
- Negotiation skills
- Dealing with downsides and shortcomings
- Overcoming stalling
Module 9: Closing Sales
- Principle of Closing a Sale
- Closing – Using powerful words
- Keeping the Ball in Your Court
- Efficiency & Measurement in Sales
- Principles of Sales Efficiency
Module 10: Sales Driven Focus and Goals
- Setting SMART goals and objectives
- Identifying personal goals of the buyer
- Effective planning and Developing action plans
- Implementing the action plan
- Implementing an effective follow-up process
- Identifying Resources to Achieve Objectives
Module 11: Structuring a Powerful Salesforce
- Building a Professional Salesforce
- Preparing and Setting Standards for High Performance
- Recruiting the right talent for the right market
- Sales Best Practices and its Implementation
- Compensation Programs that drive superior Performance
- Plan for Turnover and Succession
- Tips and Techniques for a Powerful Salesforce
Course Objectives
By the end of the Sales Management Training Course, participants of this training course will be able to:
- Comprehend the different facets of sales management
- Understand how to balance sales strategy with delivering excellent customer satisfaction
- Understand the psychology of buyers and the impact of selling skills
- Discover the art of writing influential proposals that be informative and compelling
- Plan efficient introduction and deal closing techniques
- Discover the significance of planning and time management skills in a sales environment
- Implement the forecasting tools to expand market reach and boost sales results
- Identify buying signals and make the most of it
- Capitalize opportunities for upselling and cross-selling during the process of a sale
- Understand and examine the buyer needs analysis
- Enhance your questioning techniques to better understand the buyers’ requirement
- Master the art to deal with objections
- Develop effective and impactful presentations that show results and ROI
- Learn the skill of building long and influential client relationships
- Set SMART goals and objectives, and the way to drive them
- Conquer stress and stay motivated
- Erect and structure a powerful and aggressive Sales Team
- Analyze the team and work towards maximizing the team’s strength
- Formulate effective compensation plan to boost motivation and results
Course Outline
Module 1: Understanding Sales Management
- Sales strategy concept
- Examining basic selling skills
- Concept of Key account management
- Relationships management: Importance
- Delivering exceptional customer service
- Assisting with Solutions, not Selling
- Building a Sales Relationship
- Tools for forecasting needs and achieving results
- Changing Business Environment
Module 2: The Science of Selling
- Psychology of selling
- Mind of the seller vs Mind of the buyer
- Factors influencing buying and selling
- Moving beyond the price
- Understanding the buyer
- Buyer thoughts and emotions: Behavioral Profiling
- First Impressions and Body Language
- Sales Questioning Funnel
- Delight Factor
- Science of Sales Measurement
Module 3: Mastering Sales Proposals
- Writing Sales Proposals
- Parts of a proposal
- Understanding the needs
- Building on the needs
- Get them to say it themselves
- Prescribing a convincing solution
- Drafting an effective and influential proposal
- Professional writing techniques
- Presenting your proposal
Module 4: Time and Task Management Skills
- Time and Area management
- Managing your time and your area
- Time Management Quadrant
- Prioritizing buyers and tasks
- Organizing and Planning
- Becoming an effective salesman
- Handling work pressure
- Work-Life Balance
Module 5: Importance of a Sales Attitude
- Power of positive thinking
- Improving attitude by improving habits
- Developing Emotional Intelligence
- Self-motivation and Sales Drive
- Motivators and de-motivators in sales management
- Developing a focused frame of mind
- Being motivated to solve problems
Module 6: Adding Value to Sales
- Adding value to your buyers
- Combining sales with excellent services
- Cross-selling and up-selling through Customer Satisfaction
- Building and maintaining long term relationships
- Gaining Buyer Trust
- Matching product/service features to buyer needs
- Creating your personal and organizational brand
- Dealing with difficult buyers
Module 7: Preparing Impactful Presentations
- Sales presentations and pitching
- Effective presentation skills
- Overcoming presentation challenges
- Placing the right pitch at the right place
- Satisfying the target audience
- Presentation of Results and Return on Investments
- Transactional versus consultative selling
Module 8: Sales Resistance and Objection Handling
- Reasons for resistance to a Sale
- Preparation is Key to Sales
- Overcoming Resistance
- Clearing up misunderstanding
- Keeping things simple and clear
- Negotiation skills
- Dealing with downsides and shortcomings
- Overcoming stalling
Module 9: Closing Sales
- Principle of Closing a Sale
- Closing – Using powerful words
- Keeping the Ball in Your Court
- Efficiency & Measurement in Sales
- Principles of Sales Efficiency
Module 10: Sales Driven Focus and Goals
- Setting SMART goals and objectives
- Identifying personal goals of the buyer
- Effective planning and Developing action plans
- Implementing the action plan
- Implementing an effective follow-up process
- Identifying Resources to Achieve Objectives
Module 11: Structuring a Powerful Salesforce
- Building a Professional Salesforce
- Preparing and Setting Standards for High Performance
- Recruiting the right talent for the right market
- Sales Best Practices and its Implementation
- Compensation Programs that drive superior Performance
- Plan for Turnover and Succession
- Tips and Techniques for a Powerful Salesforce