Description
Sales manager is the typical title of someone whose role is sales management. The role typically involves talent development and leadership.
Sales Management – Programme
•
This program will provide you with a map that will help navigate and manage important ,large of complex account. The emphasis is on understanding the human element that determine the account trajectory and how you can influence the account dynamics. Individuals move on, by leaving organization or though promotions, one of the key goal of this program is to reduce the dependency on individuals private knowledge . The tools used during the program will form a coherence and effective summary of the main feature of the account with the minimum of difficulty and loose of relevant information This program is underpinning by the principals that relationship that are based on trust and respect are more likely to endure . These qualities demand a genuinely client -centric approach. This program will give you a practical frame for identifying and addressing the personal and professional need of the individual with whom you will interact in your work.
•
•
•
Program Overview……………………………………………. 1 Course Map……………………………………………………. 5 The power of structure …………………………………….. 6 The Decision making cycle (1) ……………………………… 9
Customer Business
Situational Analysis Opportunity Match
……………………………………… 11
……………………………………… 13 ……………………………………… 15
Opportunity Assessment Grid……………………………….. 17 Terrain Map : Account overview…………………………….. 19 Account Strategy……………………………………………… 21 The Decision Making Cycle (2) ……………………………… 23 Credibility Triangle…………………………………………... 25 Relationship Building…………………………………………. 27
Habits………………………………………………………….. 28
Contacts ……………………………………………………. 29
Course Map
Opportunity
• The power of Structure
• The Decision Making Cycle • Customer Business Star (Situational Analysis Star)
Strategy
*Opportunity Assessment Grid *Terrain Map *Account Strategy *Deal Strategy)
Engagement
* Credibility Building *Deal Diagnostic Document * Implementation * (Relationship Building)
• Internal Process Map
(Opportunity Match)
*(Strategy)
(Engagement)
(Review & Close)
The Power of Structure
•High performance is based upon mental frame work of maps that guide through and action in a clear consistent, and effective manner. •Maps are useful because they provide both an overview & specific details •Maps provide guidance and directions yet allow for flexibility . Individual can make informed choices at any point
Account Management Process
Opportunity ? Internal Problems ? External Threats ? Specific Projects Interactive ? Respect ? Trust
Concept
Specify
Unaware
Reason to Move
Relationship Building
Informal ? Proactive communication ? Additionals ? Personal support Structure ? Division ? Units Formal ? Delivery ? Review ? Complaints
Justify
Commit
The Decision Making Cycle
Decision to Move
Strategy
Uncertain
Credibility
Consider Options
Anxieties
Compare
Evidence ? Specificity
Conceptual ? Logical ? Intuitive
Action
Why?
Decision Makers ? Role ? Anxieties
Outcomes ? Products / Location ? Targets ? Nature of relationship
Points of Entry ? Who ? Role
STRATEGY
Terrain Map
Value to Client
OPPORTUNITY ASSESSMENT GRID
Threats ? Authority ? Timing ? Budget ? Blockers ? Competitors
Strategy
Approach ? Maintain ? Deepen ? Spread ? Activate ? Withdraw
HIGH
your company
Influencers ? Objectives ? Levels of influence
LOW Implement ation Difficulty
Benefits to Customer ? Relationship ? Cost ? Innovation ? Technical
Industry Changes ? Political ? Market ? Technical
Potential Opportunity
STRENGTHS: ? Product / Services ? Niche ? Differentiators
Strategic Initiatives ? New products ? Time to market ? Internal Process ? Innovation
SITUATIONAL ANALYSIS
Supplier Status ? Current situation ? Perceived value ? Impact
Competitors ? Who? ? Strengths ? Vulnerabiliti es
CUSTOMER BUSINESS
Vulnerabilities ? Market ? Technical ? People
Opportunity
Internal Process Maps Problems ? Technical ? Procedural ? Human resource ? Customers Performance ? Results ? Growth
Need Match
Capability
Customers ? Who? ? Requirements
Goals ? Markets ? Financial ? Strategic
The Decision Making Cycle
People dislike change because they wish to avoid the perceived discomfort that making decisions which leads to change brings. Customers will often stay with the status quo rather than change, even when that change will have a positive effect. The Decision Making Cycle takes you through the necessary steps that will allow you to influence the Change Cycle. It will identify the factors that underpin resistance to change and provide you with a framework to understand and deal with these factors using a simple, step-by-step process.
Concept
Unaware
Specify
Reason to Move Justify
Commit Anxieties
The Decision Making Cycle
Decision to Move Uncertain
Consider Options Compare
Action
Why?
Customer’s Business
Connections are always made at a personal level. This awareness implies that you are not only interested in their business but also in them as individuals. Customers like to feel that your are aware of the difficulties that they face when their particular business environment. It implies that you are interested, not only in their business but in them as an individual. That’s why good customer relationships are always customer centered. This tool provides you with the information you need to find out about your customer’s business, so that you can be of genuine service to them.
STRENGTHS: ? Product / Services ? Niche ? Differentiators
Competitors ? Who? ? Strengths ? Vulnerabilities
CUSTOMER BUSINESS
Vulnerabilities ? Market ? Technical ? People
Customers ? Who? ? Requirements
Goals ? Markets ? Financial ? Strategic
Situational Analysis
This tool helps provide you with a context for your customers business ie. The current trends, the environment, and other factors that influence their business. You cannot meet their needs until you have the necessary background information. Once you have an overview and some specific knowledge, you can provide meaningful solutions that are based on knoledge and sound preparation. This gives you and your company.
Industry Changes ? Political ? Market ? Technical
Strategic Initiatives ? New products ? Time to market ? Internal Process ? Innovation
SITUATIONAL ANALYSIS
Supplier Status ? Current situation ? Perceived value ? Impact
Problems ? Technical ? Procedural ? Human resource ? Customers
Performance ? Results ? Growth
Opportunity Match
Potential Opportunity
Being able to define your customer’s needs and then provide a match with your product or service is essential in establishing an opportunity for business.
Opportunity
Internal Process Maps
Need
Capability
Match
Opportunity Assessment Grid
STRATEGY
You may think that the business acquired is not of sufficient value to your company to continue the process. However, often a longer term view needs to be taken. Small amounts of business can become big in the future. Fulfilling a customer’s needs in the short term can provide significant long – term business opportunities. This tool helps clarify the opportunities presented and how they fit with your company’s ability to service them
Value to Client
OPPORTUNITY ASSESSMENT GRID
HIGH
VALUE TO
your company
LOW
Implementation Difficulty
Terrain Map : Account Over View
Even though decisions are mode by an individual there arre usually several influencers within the framework or terrain in which they are operating. This tool assists in providing clear pathways and an overview of the decision making process plus the factors that contribute to the final decision. Having this information opens up new pathways and new opportunities within an organisation, providing you with additional revenue streams.
Structure ? Division ? Units
Points of Entry ? Who ? Role
Terrain Map
Decision Makers ? Role ? Anxieties
Influencers ? Objectives ? Levels of influence
Account Strategy
Outcomes ? Products / Location ? Targets ? Nature of relationship
Being able to implement a comprehensive strategic approach to customer relationships allows you to be clear about what you wish to achieve and how to proceed. It will also help you ascertain the level of the relationship. It will also provide you with vital information about potential risks and how to address them.
Threats ? Authority ? Timing ? Budget ? Blockers ? Competitors
Strategy
Approach ? Maintain ? Deepen ? Spread ? Activate ? Withdraw
Benefits to Customer ? Relationship ? Cost ? Innovation ? Technical
Opportunity
? ? ? Internal Problems External Threats Specific Projects
Relationship Building
Informal
? ? ? Proactive communication Additionals Personal support
Formal
? ? ? Delivery Review Complaints
Interactive
? ? Respect Trust
Strategy
Credibility
Evidence
? Specificity
Conceptual
? ? Logical Intuitive
The Decision Making Cycle Concept
Unaware
Reason to Move Decision to Move
Specify
Justify
Commit
The Decision Making Cycle
Uncertain
Consider Options
Anxieties
Compare
Action
Why?
People dislike change because they wish to avoid the perceived discomfort that making decisions which leads to change brings. Customers will often stay with the status quo rather than change, even when that change will have a positive effect. The Decision Making Cycle takes you through the necessary steps that will allow you to influence the Change Cycle. It will identify the factors that underpin resistance to change and provide you with a framework to understand and deal with these factors using a simple, step-by-step process.
HABITS :
Effective Performance is not based on chance , its on effective habits
“It Takes 3 weeks of daily practice for a human to form a habit
doc_978939542.ppt
Sales manager is the typical title of someone whose role is sales management. The role typically involves talent development and leadership.
Sales Management – Programme
•
This program will provide you with a map that will help navigate and manage important ,large of complex account. The emphasis is on understanding the human element that determine the account trajectory and how you can influence the account dynamics. Individuals move on, by leaving organization or though promotions, one of the key goal of this program is to reduce the dependency on individuals private knowledge . The tools used during the program will form a coherence and effective summary of the main feature of the account with the minimum of difficulty and loose of relevant information This program is underpinning by the principals that relationship that are based on trust and respect are more likely to endure . These qualities demand a genuinely client -centric approach. This program will give you a practical frame for identifying and addressing the personal and professional need of the individual with whom you will interact in your work.
•
•
•
Program Overview……………………………………………. 1 Course Map……………………………………………………. 5 The power of structure …………………………………….. 6 The Decision making cycle (1) ……………………………… 9
Customer Business
Situational Analysis Opportunity Match
……………………………………… 11
……………………………………… 13 ……………………………………… 15
Opportunity Assessment Grid……………………………….. 17 Terrain Map : Account overview…………………………….. 19 Account Strategy……………………………………………… 21 The Decision Making Cycle (2) ……………………………… 23 Credibility Triangle…………………………………………... 25 Relationship Building…………………………………………. 27
Habits………………………………………………………….. 28
Contacts ……………………………………………………. 29
Course Map
Opportunity
• The power of Structure
• The Decision Making Cycle • Customer Business Star (Situational Analysis Star)
Strategy
*Opportunity Assessment Grid *Terrain Map *Account Strategy *Deal Strategy)
Engagement
* Credibility Building *Deal Diagnostic Document * Implementation * (Relationship Building)
• Internal Process Map
(Opportunity Match)
*(Strategy)
(Engagement)
(Review & Close)
The Power of Structure
•High performance is based upon mental frame work of maps that guide through and action in a clear consistent, and effective manner. •Maps are useful because they provide both an overview & specific details •Maps provide guidance and directions yet allow for flexibility . Individual can make informed choices at any point
Account Management Process
Opportunity ? Internal Problems ? External Threats ? Specific Projects Interactive ? Respect ? Trust
Concept
Specify
Unaware
Reason to Move
Relationship Building
Informal ? Proactive communication ? Additionals ? Personal support Structure ? Division ? Units Formal ? Delivery ? Review ? Complaints
Justify
Commit
The Decision Making Cycle
Decision to Move
Strategy
Uncertain
Credibility
Consider Options
Anxieties
Compare
Evidence ? Specificity
Conceptual ? Logical ? Intuitive
Action
Why?
Decision Makers ? Role ? Anxieties
Outcomes ? Products / Location ? Targets ? Nature of relationship
Points of Entry ? Who ? Role
STRATEGY
Terrain Map
Value to Client
OPPORTUNITY ASSESSMENT GRID
Threats ? Authority ? Timing ? Budget ? Blockers ? Competitors
Strategy
Approach ? Maintain ? Deepen ? Spread ? Activate ? Withdraw
HIGH
your company
Influencers ? Objectives ? Levels of influence
LOW Implement ation Difficulty
Benefits to Customer ? Relationship ? Cost ? Innovation ? Technical
Industry Changes ? Political ? Market ? Technical
Potential Opportunity
STRENGTHS: ? Product / Services ? Niche ? Differentiators
Strategic Initiatives ? New products ? Time to market ? Internal Process ? Innovation
SITUATIONAL ANALYSIS
Supplier Status ? Current situation ? Perceived value ? Impact
Competitors ? Who? ? Strengths ? Vulnerabiliti es
CUSTOMER BUSINESS
Vulnerabilities ? Market ? Technical ? People
Opportunity
Internal Process Maps Problems ? Technical ? Procedural ? Human resource ? Customers Performance ? Results ? Growth
Need Match
Capability
Customers ? Who? ? Requirements
Goals ? Markets ? Financial ? Strategic
The Decision Making Cycle
People dislike change because they wish to avoid the perceived discomfort that making decisions which leads to change brings. Customers will often stay with the status quo rather than change, even when that change will have a positive effect. The Decision Making Cycle takes you through the necessary steps that will allow you to influence the Change Cycle. It will identify the factors that underpin resistance to change and provide you with a framework to understand and deal with these factors using a simple, step-by-step process.
Concept
Unaware
Specify
Reason to Move Justify
Commit Anxieties
The Decision Making Cycle
Decision to Move Uncertain
Consider Options Compare
Action
Why?
Customer’s Business
Connections are always made at a personal level. This awareness implies that you are not only interested in their business but also in them as individuals. Customers like to feel that your are aware of the difficulties that they face when their particular business environment. It implies that you are interested, not only in their business but in them as an individual. That’s why good customer relationships are always customer centered. This tool provides you with the information you need to find out about your customer’s business, so that you can be of genuine service to them.
STRENGTHS: ? Product / Services ? Niche ? Differentiators
Competitors ? Who? ? Strengths ? Vulnerabilities
CUSTOMER BUSINESS
Vulnerabilities ? Market ? Technical ? People
Customers ? Who? ? Requirements
Goals ? Markets ? Financial ? Strategic
Situational Analysis
This tool helps provide you with a context for your customers business ie. The current trends, the environment, and other factors that influence their business. You cannot meet their needs until you have the necessary background information. Once you have an overview and some specific knowledge, you can provide meaningful solutions that are based on knoledge and sound preparation. This gives you and your company.
Industry Changes ? Political ? Market ? Technical
Strategic Initiatives ? New products ? Time to market ? Internal Process ? Innovation
SITUATIONAL ANALYSIS
Supplier Status ? Current situation ? Perceived value ? Impact
Problems ? Technical ? Procedural ? Human resource ? Customers
Performance ? Results ? Growth
Opportunity Match
Potential Opportunity
Being able to define your customer’s needs and then provide a match with your product or service is essential in establishing an opportunity for business.
Opportunity
Internal Process Maps
Need
Capability
Match
Opportunity Assessment Grid
STRATEGY
You may think that the business acquired is not of sufficient value to your company to continue the process. However, often a longer term view needs to be taken. Small amounts of business can become big in the future. Fulfilling a customer’s needs in the short term can provide significant long – term business opportunities. This tool helps clarify the opportunities presented and how they fit with your company’s ability to service them
Value to Client
OPPORTUNITY ASSESSMENT GRID
HIGH
VALUE TO
your company
LOW
Implementation Difficulty
Terrain Map : Account Over View
Even though decisions are mode by an individual there arre usually several influencers within the framework or terrain in which they are operating. This tool assists in providing clear pathways and an overview of the decision making process plus the factors that contribute to the final decision. Having this information opens up new pathways and new opportunities within an organisation, providing you with additional revenue streams.
Structure ? Division ? Units
Points of Entry ? Who ? Role
Terrain Map
Decision Makers ? Role ? Anxieties
Influencers ? Objectives ? Levels of influence
Account Strategy
Outcomes ? Products / Location ? Targets ? Nature of relationship
Being able to implement a comprehensive strategic approach to customer relationships allows you to be clear about what you wish to achieve and how to proceed. It will also help you ascertain the level of the relationship. It will also provide you with vital information about potential risks and how to address them.
Threats ? Authority ? Timing ? Budget ? Blockers ? Competitors
Strategy
Approach ? Maintain ? Deepen ? Spread ? Activate ? Withdraw
Benefits to Customer ? Relationship ? Cost ? Innovation ? Technical
Opportunity
? ? ? Internal Problems External Threats Specific Projects
Relationship Building
Informal
? ? ? Proactive communication Additionals Personal support
Formal
? ? ? Delivery Review Complaints
Interactive
? ? Respect Trust
Strategy
Credibility
Evidence
? Specificity
Conceptual
? ? Logical Intuitive
The Decision Making Cycle Concept
Unaware
Reason to Move Decision to Move
Specify
Justify
Commit
The Decision Making Cycle
Uncertain
Consider Options
Anxieties
Compare
Action
Why?
People dislike change because they wish to avoid the perceived discomfort that making decisions which leads to change brings. Customers will often stay with the status quo rather than change, even when that change will have a positive effect. The Decision Making Cycle takes you through the necessary steps that will allow you to influence the Change Cycle. It will identify the factors that underpin resistance to change and provide you with a framework to understand and deal with these factors using a simple, step-by-step process.
HABITS :
Effective Performance is not based on chance , its on effective habits
“It Takes 3 weeks of daily practice for a human to form a habit
doc_978939542.ppt