Training Overview
- Putting one's business activity under control, in order to be steered.
- Identify the most relevant indicators, in a sales process
- Design an effective sales dashboard
- Analyze the figures, in order to diagnose one's sales productivity.
- Manage business performance, using the sales dashboard
Duration of the training:
Days
2
Any sales manager wishing to update, his expertise in steering sales
- Theoretical training
- Case study
Putting one's business under control
- Share with the team, the importance of using an efficient management tool.
- Present a tool for progress: the sales Dashboard and its indicators.
- Identify the key steps that are generating earning
- Identify the steps that generate earning: prospecting, qualification, Creation of offers, negotiation, etc.
- Identify the key success factors, indicators and activity ratios.
- Organize the steering of a commercial activity, around the sales process: the dashboard.
- Identify the most relevant indicators
- Activity: Turnover, margin, customer satisfaction.
- Commercial actions: mailing, emailing, exhibitions, call campaigns, promotions.
- Team Performance: ratios, sales productivity.
- strategic and operational management.
- Analyze the figures: the variance calculation method, correlated indicators, to identify priorities for progress.
- Motivate and challenge teams
- Communicate the figures and share information in order to progress.
- Manage the goals and achievements through sales dashboard.
- Develop clarity and readability of sales dashboard, using graphs.
