Digital Transformation in Sales Management
3 days|Delivered on request
This programme examines how the practice is shifting, and what delegates should adopt, adapt or ignore. It works through needs analysis and consultative selling as they stand today and where they are heading. The shift is worth understanding because sales teams are frequently trained on the product and never on the conversation. Delegates leave able to work confidently with difficult conversations, pipeline management and key account management in their own organisation.
What delegates leave able to do
- Improve difficult conversations within their own organisation, measured against consultative selling methodology
- Spot where pipeline management is failing before it becomes a finding
- Take ownership of key account management rather than escalating it
- Make a decision about proposal writing without waiting for a specialist
What the course covers
- Needs analysis
- Consultative selling
- Difficult conversations
- Pipeline management
- Key account management
- Proposal writing
- Service standards
Who should attend
- key account managers
- sales representatives
- sales managers
- client relationship managers
