

SALES MANAGEMENT
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As a Sales Manager, gathering insight into your team and their ongoing performance is a must, but how do you get it without micromanaging or spending all of your time tracking activities? How do you provide your team the tools to succeed, with little knowledge of the areas they need to improve upon?
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The following Sales Management modules from Change Connect will give you the tools to achieve omniscience, providing insight into your company and team so you can steer everything in the right direction.
WHO SHOULD ATTEND?
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Entrepreneurs and sales leaderswho are ready to digitize, revolutionize, or simply learn more about their customer relationship management system.
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Internal IT, Operations, or System Development teams.
LEARNING OUTCOMES
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Map out your business processes and tailor your CRM to align with the functionalities that help your team the most.
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Learn how to record, track and utilize data effectively to advance your business intelligence.
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Learn how to utilize the full potential of your CRM, keeping data and insights organized and accessible, as well as saving time by taking advantage of automation, segmenta-tion and dashboards.
WHY YOU SHOULD ATTEND
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Customer Relationship Managementsoftwares are centralized platforms with data and functions that could benefit the entire organization.
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Being able to effectively navigate andleverage your CRM tools to understand client behavior and respond to their needs will makegoal-setting more streamlined.
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Successful CRM implementation leads to cost and time savings for you and your team.
COST
$8,900 + HST per trainee
COURSE COMPLETION SCHEDULE
24 HOURS
Pre-reading and
business analysis

54 HOURS
Interactive classroom
sessions held over 12 weeks

24 HOURS
Post-classroom reading
and instructor-led tutorials

FINAL EXAM
70% to Pass

COMPLETION OF PROGRAM
IS FINANCIAL ASSISTANCE POSSIBLE?
Upon completion of this program, learners will receive a certificate of completion from Change Connect. The program is aligned to meet partial educational requirements for industry experience hours.
Yes! Many businesses are eligible for financial assistance via the Canada Job Grant Program. Eligible employers may receive up to 83% of eligible training costs, up to a maximum of $10,000 per participant. Please contact us for more details.
MODULE 1
Strategic Planning:
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Every business needs a vision, one that clearly explains their reason for existing, and where they are heading. A strategy to achieve and surpass that vision is fundamental, but producing that strategy is not as clear cut and can often end up misaligned.
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Our Go to Market Mini Program starts with why.
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Why, you ask?
Learning Outcomes:
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To define a future plan, with your vision, mission and goals defined to drive the business forwards.
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To identify the core competencies that give you the advantage.
MODULE 2
Defining the Sales Organization
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Have you ever lost an employee, only to find out that they were the owner of a number of tasks that are outside of their job description? What was the impact of that departure?
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A clearly defined organization chat with clearly defined roles and responsibilities can prevent such occurrences, allowing the position to be filled seamlessly with everyone knowing what they need to do.
Learning Outcomes:
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Understand the tools that can define your organization
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Gain insight into the roles and responsibilities of your own team
MODULE 3
Competitive Landscape
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How well do you understand the environment you operate in? Are you aware of how you differ from the competition, and vice versa?
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We help you to develop a clear understanding of your competitive landscape with a detailed market and competitor analysis to discover the areas you win and lose, as well as the common battlegrounds in which you clash.
Learning Outcomes:
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To identify gaps in the market as well as the latest market trends and standards.
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To position existing or new products and services correctly.
MODULE 4
Sales Effectiveness Metrics (Company-wide measurement)
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Sales Managers can suffer from analysis paralysis too. But with the right metrics and measures, all easily accessible through a dashboard designed to reflect the most useful insight into teams perfor- mance and activity, Sales Managers can save time and energy and be properly geared up for team and 1-1 meetings.
Learning Outcomes:
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Understand the sales data that increases intelligence
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Know how to create, measure and monitor sales KPIs.
MODULE 5
Product Offerings and Pricing Module
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How often do you send pricing to your customers, never to hear from them again? Is your current pricing model easy to understand, in line with your competition, clearly outlined and accessible?
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This module is designed to sharpen and clearly define your pricing strategy to provide a clear, transparent and accessible experience for your customers.
Learning Outcomes:
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Learn the Ansoff model for growth
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A deep dive analysis into your current pricing model and strategy
MODULE 6
Go to Market Strategy
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How are you getting the word out, what do your customers already know about your company? What would you like them to know more about? Our Go to Market strategy module will help you to discover the answers to those questions.
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We help you to properly identify:
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Your customer and target market Your position in the market
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The channels that you operate within
Learning Outcomes:
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A product roadmap and marketing strategy designed with a full understanding of the company, competition and customer.
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A ‘Customer Avatar’ playbook which fully identifies your target audience and what they value most.
MODULE 7
Goals and Performance
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Having laid the groundwork, establishing the why, defining the organization and direction you are heading, we look deeper into how we can achieve this at an individual level. Goals, performance expectations, and construc- tive meetings will keep everything on the right tracks and are vital to securing growth and forward movement.
Learning Outcomes:
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Establish a clearly defined set of roles for each Sales Rep as well as measures for success and advancement
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Establish a template and schedule for these meetings so they are repeatable and worry-free
MODULE 8
Recruitment
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Spending too much time and money finding the right candidates for a role? Finding an unusual level of turnover of late? You are not alone.
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Recruiting is expensive. As is losing candidates in the first 3 months. With a repeatable process, focussed on the ideal traits you are looking for in a candidate with a scoring system to identify strengths and weaknesses, you will procure a repeatable and effective process to quickly identify the right candidate for you.
Learning Outcomes:
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Properly define the ideal traits and experience that you look for in a candidate
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Develop interview questions that uncover them
MODULE 9
Sales Compensation Structure
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A one size fits all approach no longer works for compensation. With some Sales Reps closing deals every day and some closing once a week, we need to make sure both feel encouraged to sell more with a compensation plan tailored to them.
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In this module, we will review the current plan and establish a structure that will maximize performance for each role.
Learning Outcomes:
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Understand how the Compensation Calculator works
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Identify where we can encourage optimum performance from each Sales Rep
MODULE 10
Role of a Sales Manager and Day to Day Operations Planning
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You don’t need us to tell you the Sales Manager role is a dynamic and multifaceted one. This module will help you to order your operations, foster an open dialogue with your team, provide some interpersonal insight as to how to motivate and encourage as well as identify and address concerns.
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If you feel like sharpening your existing skills, learning some new ones and effectively driving the business forwards with a well oiled sales team, Change Connect can help.
Learning Outcomes:
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How to get the most out of your team and team meetings
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How to set up an effective and efficient agenda