Being an effective and successful sales manager takes more than just pushing your sales team to hit their targets. You also need to be a strategist, motivator and a coach to steer your team in the right direction. Learn to be a better sales leader with this series of workshops and seminar.
ST701 Seminar
Power Up your Sales Management Performance
Date: Wednesday, 29 September 2010
Time: 9am to 6pm
SPH Auditorium
(Address: 1000 Toa Payoh North)
Become an Outstanding Sales Manager
Great Sales Forces have great Sales Management – fact. The biggest challenge is Sales Management not spending enough time in the key/priority areas, If by chance they do prioritise their time correctly they do not have the skills necessary to be effective sales managers. From research covering the evaluation of over 50,000+ Sales Managers you will understand what great Sales Management is all about and the skills you actually need to make a difference to your sales team’s revenue. What you will see and hear will surprise you.
Participants will learn:
- How to focus on the key elements of sales management
- The critical skill set to be a great sales manager
- How to address the issues of coaching and motivating
- How to address the issues of accountability and responsibility
- How to avoid the common mistakes in recruiting sales staff
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Speaker: Ray Bigger
Combining his past experience as an English Football League and Premier League referee with his sales and marketing career, Ray has an unparalleled reservoir of business knowledge; and people and life. In business, he is committed to sales and marketing as business drivers, and to the vital part that people play in achieving company success. |
TILT! Selling
TILT! Selling was devised as a sales process specifically designed to cater for the changed consumer behaviour triggered by internet access and exacerbated by the global financial crisis. This has resulted in the sales cycles and buying cycles becoming separated. “Now the buy cycle is well under way before the buyer even realises there is a cycle” (Trailer & Dickie, Harvard Business Review). Customers are able to progress further in the buying process without interacting with a salesperson – allowing them to only involve the salesperson at the final stages. Thus, the salesperson is reduced to ‘commodity selling’ (selling on price alone). The TILT! method addresses this by taking the client back through the process to allow the salesperson to identify their buying criteria and to become a trusted buying adviser.
The TILT! method also provides strategies to assist clients in their decision-making process – acknowledging that choosing to buy is a business decision complicated by the systems and competing interests that exist within that business.
Participants will learn:
- How to assist staff in building stronger client relationships faster than the competition.
- How to structure the process of the client interaction to achieve more specific outcomes
- How to create exceptional leverage that will move the client towards an informed buying decision
- How to identify and apply factors to trigger client’s decision-making process
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Speaker: Kevin Ryan
As a full-time speaker and workshop leader, Kevin’s passion lies in helping underperforming salespeople lift their performance and taking top sales performers to the next level to reach their full potential. His clients include large corporations, government departments, and small to medium size enterprises. |
Art of Reading Emotional Signals
Learn to read your team member's body signals and facial expressions and know exactly how he or she is feeling. This skill will help you understand them and be a more effective sales manager.
Participants will learn:
- How to read facial expressions and body signals
- How to tell team members new policies/ideas/incentives
- How to resolve conflict among team members
- How to ask the correct questions to get honest answers
- How to sense the morale of the sales team accurately
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Speaker: Christian Chua
Christian is a Master Practitioner in unconscious communication and a profiling expert. He is also the creator of the ProRem Profiling test. He owns a digital imaging business which enables him to study the facial expressions of thousands of individuals. |
Effective Sales Management: The 5 Pillars of Great Leaders
Leadership is a key ingredient of top managers and sales profitability. In this session, Rob will share insights from 30 years of research and case studies of top managers who have developed successful business teams.
Participants will learn:
- The core differences between managers and leaders
- The 5 pillars of great leaders and team communicators
- How to be an effective sales leader and team manager
- Proven methods to shift a team from average to good to great.
- Specific results from business case studies and team applications
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Speaker Rob Salisbury
Rob is an Inc 1000 sales achiever, Tom Hopkins certified sales trainer, university and association lecturer, published author and MICE industry writer. Former two-term President of the Sydney National Speakers Association, Rob is among just 600 leaders to earn the Certified Speaking Professional (CSP) accreditation. |
Top 5 Ways of Coaching Your Sales Team More Effectively
In this presentation, you'll learn how to get the most out of your sales team. By coaching your sales team more effectively, you'll help them better differentiate themselves in the marketplace, attract their ideal clients, and convert more leads into sales!
Participants will learn:
- The one thing you absolutely must do to be a great sales coach
- How to come up with a compensation plan to inspire your sales force
- What two factors will help you recruit and retain the best sales team
- Why companies struggle with assessing sales force productivity.
- When sales force automation doesn't work and how to improve it
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Speaker: Tom Abbott
He is a Singapore-based, Canadian sales coach and author, best known as the creator of the Soho Sales Fundamentals – 5 Pillars of Personal Selling® methodology. He is also a former instructor of Sales, Marketing, and Human Resources at Sprott-Shaw Business College in Canada. |
ST701 Workshop 2
Sales Force Development
Date: Thursday, 30 September 2010
Time: 8.30am to 4.45pm
SPH News Centre
(Address: 1000 Toa Payoh North)
Buyers message to Sales People – “STOP SELLING”. They need business people to understand their issues. They need to have a dialogue with people who can solve the problems and offer relevant solutions. These business people must have different skills to get my attention. This workshop will take you through the various stages that have to be mastered to be professional at sales development and/or sales management and be of value to buyers and your company. From over 20 years of evaluating 500,000+ sales people, 50,000+ sales managers and 8,800+ sales forces this workshop will set out clearly what skills and capabilities you really need. No hidden secrets, just great research, facts and results that you cannot ignore if you want to improve your sales capability. What you will see and hear will surprise you.
Participants will learn:
- The skill set buyers expect from you as the salesperson
- Four critical elements to develop and five critical weaknesses to overcome
- A proven, tried and trusted sales and sales management process
- Building credibility with great communication skills
- Making conflict a positive element in the sales process
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Trainer: Ray Bigger
Combining his past experience as an English Football League and Premier League referee with his sales and marketing career, Ray has an unparalleled reservoir of business knowledge; and people and life. In business, he is committed to sales and marketing as business drivers, and to the vital part that people play in achieving company success. |
Fee for each workshop:
| ST701 Member |
:$419 with GST |
| Non-member |
:$489 with GST |
Fee for seminar:
| ST701 Member |
:$759 with GST |
| Non-member |
:$869 with GST |
Special bundle price for seminar and workshop:
| ST701 Member |
:$1,029 with GST (U.P. $1,178) |
| Non-member |
:$1,189 with GST (U.P. $1,358) |
Who should attend:
Sales, Marketing and Business Development Executives/Managers/Team Leaders and Sales Professionals.
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For further enquiries, please email
st701@sph.com.sg or call 6319 5979 / 6319 5923 (office hours only)
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