Sales Execution

Are Sales standards in place & is a consistency in Sales Execution achieved?

Principle #4 covers;

Sales Behaviours - The Sales expectations drive the business results
Data Management - The processes are robust & seen as value adding
Contract Management - Is in place & the performance of a contract is monitored
Customer experience - Back office processes are understood & used to drive value
Effective pre call planning -  Sales calls are prepared & documented
Sales Planning - Call Plans & Account Plans are central to planning
Customer testimonials - Are created & used to win more business
Key Account Plans - Are created with customers & Key Account Plans are regularly reviewed
Customer Value Proposition - Sales offer the full range of products & services

How Will This Help

Pre Call Planning - WOPPA

What does it stand for?

Why, Objectives, Premise, Plan, Anticipate

What is it & what does it do?

How to create great Pre Call Plans and have meaningful sales call objectives

Key Account Planning

What is it & what does it do?

How to develop best in class Account Plans and create Key Account Teams to serve your customers

CALL
REPORTING

What is it & what does it do?

How to maximise the value from Post Call Reporting

Standard

Will give you an overview of the things that you need to do that drive Sales Excellence in your business. You will get an awareness of the things that you can do as a sales leader that impact on the culture in your business.

Toolkit Content

1 Page Summary for WOPPA & Key Account Planning

Premium

You will have access to best practices that make an impact on a companies sales culture. You will be able to assess your organisations current status when measured against world class sales organisations & use the tools within this Toolkit to make changes that will impact on the culture in your business.

Toolkit Content

All WOPPA & Key Account materials (* excluding eBook)

WOPPA Premium

Toolkit Content

All WOPPA materials 1 x Excellence Module

Key Account Premium

Toolkit Content

1 x Excellence Module, 1 x Exercise (Plan & Review) including Facilitator notes (Plan & Review) & 1 x What is Good Checklist (inc’ self assessment)

Call Reporting Premium

Toolkit Content

1 x Excellence Module, 1 x Exercise (inc’ facilitator notes) & 1 x What is Good Checklist (inc’ self assessment)

eBook

Toolkit Content

Key Account Planning 1 x Strategic Account Management Handbook

Business Strategy

Leadership has a genuine commitment to develop
Sales Excellence .

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Growth Management

Meaningful targets are set & the business performance is made visible.

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Sales Leadership

Managers spend their time on business performance and people development.

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Pipeline Management

Sales Pipeline & Lead Management processes are in place and effective.

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