Sales & Marketing · 5 Days · Public · Al-Khobraa certified · From USD 3,900
Overview
Sales Management Until very recently, many companies organized their sales forces rather like armies and their commercial strategies like military campaigns. Companies were hierarchical, with a clear command-and-control ‘pyramid’ from workers up to the Executive level. Orders were followed and strictly enforced.
Learning Objectives
Learn techniques for optimal interviewing and recruitment of high performers
Learn how to build, manage & develop high performing sales teams
Understand and practice dealing with, Personal Motivational Styles to drive optimal performance and staff retention
Develop effective communications strategies for optimal performance
Learn how to design & implement an effective Performance Management system that produces results
Develop cost management strategies to ensure financial goals are met
Gap Analysis – effective tools & approaches for managing competencies and performance on the job
Fully understand the Marketing Model
Understand and be able to manipulate, adjust and manage each aspect of the marketing mix
Understand how to do a Strategic Market Audit
Understanding Strategic Product Positioning
Understand Market Segmentation
Understanding Branding for Growth
Understand Value Creation, delivery & Capture
Learn how to manage Brands and Product Portfolios
Understand and deploy a marketing tactical mix
Managers will learn how to channel their skills and motivation into improving the sales team’s performance across all aspects of the business.
Sales forces are often a very expensive asset for an organization, this workshop will help delegates to get the maximum return of the investment that a sales force represents, and will enable the Sales Manager to be a coach, confidant, and manager, even when separated from the sales team by great physical distances. Managers will be equipped to make a significant contribution to top and bottom-line improvements by effective recruitment, retention, and stewardship of their sales teams.
Marketing is a critical component of business success. It builds brands that highlight the company’s profile and drives profits. It protects against creeping commoditization by establishing a value that is beyond price. Good marketing can help guarantee a company’s success and wellbeing, bad marketing can drive you out of business.
Participants will leave the program with new insights into their preferred leadership and management styles, as well as the personal motivation drivers of their sales teams.
Participants will also learn and experience coaching techniques which will enable them to become much more effective leaders. The psychology of human interactions is also covered here, which will enable the participants to practice and develop their new skills in their daily, non-professional lives as well as whilst at work. They will also have refined their ability to influence senior management peers and subordinates.
Participants will learn valuable business skills and techniques and tricks to help them understand their markets and their customers better. This will help them to rapidly climb through the ranks in their own organization as they are seen to have a deep and profound knowledge of customer Behaviour and the way to both create and capture value in the market.
Who Should Attend
This course is designed for experienced sales professionals, sales leaders, business professionals, and other professionals seeking to strengthen their capability in this area.
Experienced Sales Professionals
Sales Leaders
Business Professionals
Leaders
Course Outline
Day 1 — Building & Managing Sales teams
Attracting, Recruiting & Retaining the Best Sales Team Interviewing Skills
Appraisal Skills
Motivation Strategies
How to build a strong sales culture
Day 2 — Performance Management
Adopting correct Key Performance Indicators
Using technology to get a competitive advantage
Maximizing Salesforce Return on Investment
Designing & adopting Competencies
Day 3 — The Strategic Market Audit
Market Research Types of Research
Role in Decision-Making
Doing your own Market Research
Why you need Market Research
Day 4 — The Tactical Mix & Action Planning
Learn how to create and carry out a Tactical audit Customer satisfaction surveys
Tracking Promotional spend effectiveness
Day 5 — Strategic Positioning
Learn how to do Visioning & Objective setting
Learn how to develop Growth Strategies How will we grow?
How will we compete
What will drive us?
Accreditation
Al-Khobraa certified. On completion delegates receive an Al-Khobraa certificate of achievement.
What do Al-Khobraa sales and marketing courses cover?
The portfolio covers digital marketing, search engine optimisation (SEO) and social media, brand and product management, marketing strategy and research, B2B and key account selling, sales management, and commercial negotiation — with practical exercises on delegates’ own markets.
Who should attend a sales and marketing course?
These courses suit sales representatives and account managers, sales and commercial managers, marketing officers and brand managers, digital and social media specialists, business development staff, and technical professionals moving into customer-facing roles.
How long are sales and marketing courses, and where are they held?
Most Al-Khobraa sales and marketing courses run over 5 days. The exact duration, dates and city for this course are listed in the dates section on this page. Public sessions run across Saudi Arabia — Riyadh, Jeddah, Al-Khobar, Jubail and Yanbu — as well as regional and international venues, with live virtual classrooms available on request.
What certificate will I receive?
Delegates who complete the course receive an Al-Khobraa certificate of completion, issued by a Saudi-registered training provider. Al-Khobraa also delivers internationally accredited programmes; where a course carries an external awarding body such as PMI, CIPS, ILM or IOSH, that body is named on the course's own page.
Can sales and marketing training be delivered in-house for our team?
Yes. Any Al-Khobraa sales and marketing course can be delivered in-house at your own premises anywhere in Saudi Arabia or the GCC, with the content, dates and language of delivery tailored to your team. Al-Khobraa is an approved HRDF (Hadaf) provider, so eligible Saudi employers can seek training support. Contact us for a quotation.