There Is No Magic Wand that gets you 100% on target. You need a structured approach which is proven in hostile situations.
While every Management wants its sales teams to achieve 100% of the targets, only some actually achieve or exceed it.The result is a “blame game” involving the Management policy, Sales personnel, Team and team leaders, Customers, Economy or all.
2 Days Comprehensive and Interactive Workshop
To help develop, monitor and implement the key skills required to ensure 100% achievement first time, every time
Presented and facilitated by someone with a track of 100% actual sales performance for 25 years and who has trained over 2000 sales professionals
Exclusively for B2B Sales professionals in manufacturing, trading and services sector
Equips you with skills, processes and tools required to forecast and achieve 100% sales targets.
Who Will Benefit ?
Sales, Marketing and Business Development professionals engaged in B2B sales such as Manufacturers and / or Traders of Capital Equipment, Project Organizations, Customized Software Development Companies
Team Leaders responsible for developing and owning quarterly, yearly budgets
Marketing Policy makers responsible for developing and managing sales targets, bench marking, Account Business Planning tools and demonstrating empowering leadership.
The course is around 30% concepts explanation and 70% actual workouts where real time situation / products and markets of the class are analyzed.
Delegates are encouraged and guided by the instructor to relate the knowledge gained to actual cases.
Delegates participate in Role Plays, Case Studies and Group Exercises aimed at starting the implementation process right here in the class.
Delegates receive full training materials, tools and instructor support for a period of 6 months after the course as per standard TPS policy.
By the end of the course participants will be able to -
Define the need and joy of achieving 100% first time, every time
Define and write SMART goals for the vertical.
Define and develop an Opportunity Management Systems for the business
Guide the team in following a strict CDSM
Write ABP for Key accounts
Practice various proven questioning techniques which help close the business and yet do not annoy the client.
Write down his personal Action Plan to implement the above
Batches and Duration
The course requires 16 Contact hours - excluding the post class follow up services.
The duration is generally achieved over a 2 full days. Participants are expected to follow the TPS Attendance policy to qualify the course completion certificate.
The course is offered either as in company or as a public course for open registrations
All participants who have attended more than 80% of the course timings, receive a certificate of completion at the end of the course
Business planning process and objectives
Organization core Value Framework & aligning to key KPI’s
Transformation : key to success – People Process and Technology
Global Sales Effectiveness – Standards
Creating Opportunity & unlocking value – Power of Opportunity Planning
Sales Process – Classification of sales stages
Identify, quantify, and categorize opportunity assessment criteria
Opportunity review checklist
Matching Solution/products Portfolio to Customer Business Initiatives
Characteristics of Best in Class – Account Business Plan (ABP)
Group Exercise : Forecasting for Predicable outcomes.
For over two decades, Ravinder Bhan helped companies in India and Middle East to grow and deliver real business results year after year. Making people transformation his mission, Ravinder is one of the region’s most sought-after advisor and thought-leaders on the topic of achieving sustained growth through people.
Ravinder does not teach from books or published articles but from his own valuable experience of what he has actually got done and delivered in companies he worked for either in the senior management position or as an external advisor. He analyses and understands the real issues facing a company of any size and crafts a solution unique to the company.
Ravinder worked with small, medium and large organization for over 25 years, be it big giants like Crompton Greaves, Larsen & Toubro, Schneider or GE; medium sized manufacturers like Jyoti Ltd. Voltamp Transformers and Switchgear, or small organizations like Delta Engineering, Uptime Engineers, High Volt Electrical. He delivers training solutions based on his own experiences and world best practices, helping people and organizations gain from his extensive experience of ‘what really worked” and “what actually did not.
From the formative days of his career when he set up the first ever training center for India’s largest engineering conglomerate, Ravinder has trained over 2000 managers and entrepreneurs – using his unique and inimitable style of training that helps the participants ‘grow corn rather than eat corn’.
He customizes each course or assignment delivery to meet the unique needs of the group or organization and enables them to find their own ‘Powerful Solutions’ rather than make a blind copy of what others have done.
Ravinder is an avid user of professional and social networking to keep himself up to date with the current trends and best practices. Personally connected with over 3000 global experts of repute, moderates 5 LinkedIn Groups, conducts and directs International Conferences around the world.
Ravinder is a firm believer in not just delivering the solution but bringing about the actual change in individuals/organizations. To ensure this, he invariably provides a 6 months post training aid to the participants, making sure the training or the advisory service he delivered has actually helped in the needed transformation.