revsales fcp1 group needs-analysis meeting - 13 jan 2011
DESCRIPTION
Webinar slides.TRANSCRIPT
Welcome!
Sales Foundations Certificate Programme
Needs-analysis session
Objectives of Today’s Session
• Programme update – course structure, content, dates• Get to know about you - and those in your course
– Sales goals– Current sales situation– Support and development you need in sales
• Tell me what help, support and development you need for YOUR business in areas of
1. Effectiveness2. Efficiency3. Empowerment
Agenda
6:30 pm Introduction 6:40 pm Speed Intros – 1 minute each6:50 pm Programme update – structure, content, dates7:00 pm Group 360˚ - Sales Effectiveness 7:15 pm Group 360˚ - Sales Efficiency7:30 pm Group 360˚ - Sales Empowerment7:45 pm Q & A8:00 pm Finish
A Bit About Me… your course co-ordinator!
Why I’m here:
REVSales retains me part-time to:
• develop business and product strategy• design new programmes• implement sales, marketing & PR plans.
What I am:
• I’m a business owner…• A former member of Ripple Effect Sales Training… • A sales, marketing and biz dev specialist… • 10 years’ experience in corporate sales and
marketing - was Head of Marketing for Financial Times - established and ran call centres.
What I’m not:
• I’m not a sales expert!! But I know how to apply the knowledge of the experts to get results in a small business. And I know what gets in the way of results - and how to deal with that as well!
REVSales Sales Foundations Certificate
• 8 weeks - starts Sat 26th February 2011• Personal Sales Skills Profile - with coaching session • Work day 1 - Saturday 26 February 2011 in London• 8 weekly webinars – Wednesday nights• 2 team building events• 3 bonus top-up and catch-up sessions• Graduation Ceremony• Accountability support • Assignments for you to hand in for assessment and
feedback each week!
3 Focus Areas:1. Effectiveness – sales techniques and strategyKnow who to talk to - what to say - and how to say it!
Sales planning, methodology, scripting, segmentation, questioning techniques – all tailored to your business.
2. Efficiency – targets, measurement and systemsKnow what to measure and manage – and systems to use!
Metrics and measurement; campaign and data management; tools and processes; skills profiling.
3. Empowerment – accountability and support Build support structures to stay on track and on target. Accountability and support frameworks such as sales master-
mind groups, virtual sales managers, accountability clubs.
Group 360 on… Effectiveness
Sales techniques and strategyKnow who to talk to - what to say - and how to say it!
1. What background do you have in sales? 2. What sales training or coaching have you had? (How
much have you applied the Ripple Effect Sales Methodology?)
3. Do you use sales scripts? Do you know how to develop one?
4. What questioning techniques do you use?5. Where do you need help?
Group 360 on… Efficiency
Sales targets, measurement, systemsKnow what to measure and manage – and systems to use!
1. Do you set targets or measure your sales efficiency? 2. How do you manage customer and campaign info?
3. Have you done a Sales Skills Profile? How much do you use its findings to up your game?4. Where do you need help?
Group 360 on… Empowerment
Support structures to stay on track and on target. Accountability and support frameworks such as sales master-
mind groups, virtual sales managers, accountability clubs, buddies, coaches and mentors.
1. How do you motivate yourself to do your sales planning, sales calls, sales appointments?
2. Do you have anyone to help and support you – to hold you to account – or to pat you on the back?!
3. Where do you need help?
Next steps…
Tomorrow: connect via Facebook Group Next week: detailed course outline and dates
Beg Feb: Sales Skills Profile tests sent out – and coaching sessions booked in
Mid Feb: Coaching Sessions take place
Thurs 10th Feb 2011: REVSales Launch event.
Thank-you!
Feel free to get in touch if you need help or have any questions:
Stephanie BeitzelTel: 0773 827 3235
Facebook & Skype: stephanie.beitzel