MOTIVATE
Delegates to learn new competencies
CHANGE
how Delegates go about their role
MEASURE
the change in Delegates’ commitment to implement their new skills
IMPROVE
the performance of Delegates

We specialize in supporting business owners and managers to improve the behavioural competencies, skills and the operational efficiency of Sales Teams.

A number of behaviours and competencies are common to high performing teams, but our experience is that each business has its own specific requirements which can only be effectively addressed by creating a training programme specifically for you.

We do not sell ‘Off the Shelf’ packages, because they never meet YOUR specific needs. All of our training is built specifically for you. But we can usually do this at a cost which competes with ‘pre-packaged’ training.

We have a track record of working with Sales Teams of all sizes, experiences and across may different industries, geographic locations and cultures. Click on them for further information.

We work with Key-Account Managers, Procurement Teams and also focus on improving the Presentation Skills of business people.

SALES MANAGERS

  1. Sales Activity Plans
  2. Leading a Team of Sales People
  3. Managing the Performance of Sales People

SALES DIRECTORS

  1. Leading the Sales Team
  2. Developing a Strategic Plan
  3. Coaching and Mentoring

SALES PEOPLE

  1. Sales Process
  2. Client Meetings
  3. Negotiation Skills

SALES DIRECTORS

“Great leaders exhibit four key behaviours: They instil a sense of PURPOSE in each of their team; They ensure that each subordinate has the tools to get the job done; They recognise and praise individuals when they achieve; They discipline individuals when they don’t get the job done.” Colin Powell

SMDP can support the planned development of your Sales Director to become World-Class Team Leaders.

1 – Leading the Sales Team

If your Sales Team is just 2 or 2,000 people, they must be lead and motivated by the Head of the Team.

We show you how to lead and deliver results from individuals quickly and effectively.

2 – Developing a Strategic Plan

Without a Plan, delivering Sales Targets becomes a gamble.

Who knows where you will end up?

We guide you how to develop practical, measurable plans which will deliver targets.

3 – Coaching and Mentoring

Every Sales Director needs to continue their own personal development for their existing role, or perhaps a future position.

We work closely with you to improve your personal abilities.

SALES MANAGERS

THE VALUE OF A WORLD CLASS SALES MANAGER

A Sales Manager is usually responsible for 8 to 12 Sales People of varied experience, competence and motivation.

The best Sales Managers have a clear plan to ensure each Sales Person is a high performing individual within an agreed timetable, who always delivers their targets.

Managing out the variability of performance within a team delivers a team confident of delivering strategic corporate goals.

1 – SALES ACTIVITY PLANS

A Sales Person is responsible for creating an annual Plan, showing HOW they will deliver their sales Targets.

It is for the Sales Manager to set the standards and provide the Activity Plan template.

2 – LEADING A TEAM OF SALES PEOPLE

Leading a Field-based Sales Team demands investing a Sales Manager’s time to motivate, coach and train Sales People.

This demands focus and organisation to ensure their activities are effective.

3 – MANAGING THE PERFORMANCE OF SALES PEOPLE

What must a Sales Manager do to ensure each of their Sales People delivers at least 100% of their sales targets this year?

How often should reviews be conducted and what should be the format and content?

SALES PEOPLE

“The BEST Sellers no longer sell: They understand the Client; their goals; their problems and needs; and they help them to buy the best solutions to their needs that your company can offer.”

1 – SALES PROCESS

“A goal without a plan is just a wish”.

Without the discipline of a Corporate Sales Process, you empower your sales team to deliver a variety of sales approaches – many of which will be inefficient and wasteful.

2 – CLIENT MEETINGS

Holding a client meeting without a clear plan and goals is likely to waste your time and minimise the return you should get from that time.

Most importantly, your client will see you as unprepared and question the value you bring to them.

Preparation is critical to establishing trust and mutual respect.

3 – NEGOTIATION SKILLS

If you expect your sales team to deliver an acceptable profit margin, they must have a clear understanding of how to secure a ‘Win-Win’ result for you and your Client.

Negotiation is NOT offering a discount simply to secure the turnover. It is much more…

CONTACT US

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