Sales workshop topics
This outline plan covers some of the basic steps that need to be covered off in setting up a sales engagement.
Agreement - Usually our standard terms of engagement will suffice, but any special requirements are covered in this section.
Contract negotiation and interviewing - Depending on the engagement model the contacts may be straight forward. In that case you will probably be spending time on interviewing. Thought to be given to pilot and follow on phases.
Performance metrics - Target for revenue, calling, activity etc.
Reporting processes - Activity reporting and forecast/pipeline. Contact management system/process to be used.
Sales Model - Understanding how to sell your product - via demos, prototypes, pilots, consulting led etc etc.
Target markets, prospects - Define the 'Ideal Prospects' for the product(s). Also a key task here is to decide which product(s) to focus on initially. Identify where to source the data/leads from.
Sales Collateral - Brochures, cds, pdfs etc, white papers, demos etc.
Support Process - What sales support is available, how accessed, what qualification is required.
Product Training - Planning briefing and training on the product and company.
Business cards - Printing.
Email - Setup, signatures and policy.
Logistics - Style and location of work. Is office attendance required, location etc. Home office support.
Phones - Exchange of contact numbers, phone lists.
Margins - Margins and commissions and rates.
Payments - Payment arrangements.
Product - Product positioning, USPs, competitive analysis, elevator statement. Demonstration. Implementation post sales support etc.
PR - Agency, briefing etc.
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