Aim:
To provide a programme to develop teambuilding, identify individual & team strengths & weaknesses,
build trust & effective communication and to enhance the capability of the team.
Ojectives:
To go back to basics and share best practice
To establish a common sales procedure from prospecting to advocacy
To develop proactive telephone skills
To recognise and deal with common objections and handle indifference
To engender an open and honest culture within the team
To be able to give and receive feedback
To improve the effective communication within the team
Outline:
A two and a half day residential course to provide a comprehensive package of investigation,
analysis and practical application of sales, communication and teambuilding skills, backed
up by recognised achievement and inspirational real-life experiences. It is made up of
theory, self-analysis and indoor and outdoor practical experiences.
We take the team away from the workplace and, by increasing the intensity and challenges
put in front of the team, we ensure that we get the most out of the individual and the team
through constant feedback from uph, peers and self-analysis & assessment. The team will
learn and understand the basic processes and be committed to applying them in the workplace.
Learning Outcomes:
By the end of the programme your Sales Team will be able to:
Use an effective sales process
Improve sales/meetings ratios by effective use of telephone techniques
Overcome objections
Produce referral business
Understand and demonstrate effective communication techniques including giving and receiving feedback
Understand and demonstrate the concept of an open and honest culture
Produce a Personal Action Plan, which will be transferred to working practices
Numbers: Minimum 6
Duration: 3 days
Example:
Market Sector: Pharmaceutical
Delegates: 65 Regional Sales Managers
Task:
To prepare, motivate and align sales force for product launch
Solution:
3-day programme in Sweden. Included a work/life plan & regional team action planning.
Confidence-building challenges, teambuilding and motivation.
Results:
Feedback from senior management of overwhelming evidence of significant improvement in
motivation and energy. Regional management teams returned to cascade goals and build
alignment of teams towards new targets.
Dysfunctional teams were highlighted - uph requested to devise development of these teams.
uph asked to advise reforming sales organisational structure and processes.
