Overview

“Without sales there is no business” … this is the core idea behind

this program. This program is designed to help sales professionals and sales managers set the right SALES FORMULA for their specific business needs. The ultimate goal is to activate sales role in maintaining healthy business both in short and long term.Sales career is just like the famous FORMULA, participants always on the road, always in competition, always enhancing and upgrading their gears. SALES FORMULA helps sales professionals move smartly focused on the relevant targets, equipped with the right toolbox, and sure the enhancements and upgrades are done in the right order without leaving relevant prerequisites unfulfilled.SALES FORMULA uniqueness comes from its unprecedented blend of academic backbone with practical experience. This blend is finally flavored with the specific nature of the local market in Egypt, Middle East and African markets.

SHIFT Training and Consultingwww.shift-performance.com

SHIFT was officially launched in early 2010. The “shifting idea” had

been incubated in the founders’ minds for nearly a decade working in the training and consulting fields. A SHIFT is needed to overcome the gap separating knowledge uptake and practical execution. Theories exist, but some still need localization and customization to the local environments where they are applied. Other theories and principles still need an implementation “recipe”. Sales training is a major gap area that is still unlocked to transform the knowledge into sales numbers and performance. Shift is established to help bridging the missing part: completing the cycle. FROM KNOWLEDGE TO PERFORMANCE.

General Sales TrainingSales Square 1 ( 12 Hours )

This module provides basic concepts of sales. It is a headlight for sales professionals on their career clarifying basic critical elements such as sales role, loyalty, sales process, different functions within sales organization.

What is sales and differentiation between sales and other customer focused functions• Inevitable finance knowledge for sales professionals• Inevitable marketing knowledge for sales professionals• Sales channels and different types of selling• Different sales functions within the sales organizations• Buyers and their motivation• Selling cycle and purchasing cycle•

Sales Planning, Preparation and Execution ( 24 Hours )

This module is a mandatory asset for all sales professionals. It provides the basic inevitable toolbox for successful selling, it helps determining what to do, when to do it and how to do it. In sales putting enough effort is not enough, it has to be in the right place at the right time.

Basic steps for successful selling and mastering the sales cycle• Essential selling skills.• Active prospecting and qualifying• Sales funnel management• Approaching and communicating with the customer• Opening• Offering• Presentation• Competition• Negotiation• Closing• Questions• The DoNots of selling•

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Sales Formula Management TrainingEffective Sales Force Management and Leadership ( 16 Hours )

Sales force is in the middle of a fierce battlefield. In the middle of the battle, this force needs a managing leader. Successful sales manager has to be a leader too. This module provides sales managers with a comprehensive structure and toolkit to manage sales team as a managing leader.

Sales manager role• Difference between salesman and sales manager• Measuring team performance• Managing sales forecasts• Territory planning• Managing sales meetings• Performance monitoring and appraisal• Coaching• Motivation• Compensation, rewarding and corrective actions•

Sales Organization Structure and Reporting Flow ( 8 Hours )

This module is providing essential knowledge on how to recruit, organize and maintain sales force effectively. It also provides the necessary basic communication framework within the sales organization as well as between sales and other functions in business.

Different functions in sales organization• Organizing sales force• Sales force recruitment• Reporting and communication within sales organization• Reporting and communication between sales organization and the other business functions•

Account Management TrainingPanoramic Key Account Management ( 16 Hours )

Upgrading business relation with the key customers from transactional to collaborative level is the most economic means to keep medium-long term business success. This module is dedicated for sales professionals who are responsible for account handling. It provides specific tools and techniques for key accounts identifications, analysis, prioritizing, development and maintenance.

What’s account• Relation value rather than commodity price• Key account’s identification and prioritization• Key accounts selection• Relation stage identification and relation development• Key account profiling• Account manager role• Mandatory commercial knowledge for account managers•

Executive Account Management ( 12 Hours )

This module is intended to upgrade the account managers to the next level of executive account management. Moving to strategic collaborative relation with key customer accounts requires different set of skills to manage this relation.

Advanced commercial knowledge for account managers• Business planning• Basics of strategic management•

Product Management TrainingProduct Management ( 16 Hours )

Product sales and product management are important cornerstones in sales organization. This module provides overview of product management role in the sales organization as well as the responsibilities and activities carried over by product management.

Product manager role in sales organization• Product manager profile and skills• Basics of marketing• Competition• Product positioning• Building essential product selling kit•

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Participants’ ProfileSALES FORMULA is designed for a wide range of groups

• It fits fresh sales professionals with as brief experience as one to three years. For this group, the SALES FORMULA installs the foundation of sales and lays out the different routes of sales as well as the needed skills and tools for each.

• It also serves the more experienced sales professionals with about a decade of experience. For this group the SALES FORMULA has a very important role in recapping what had been missing through the sales journey so far. This is far more important than getting new experience or knowledge because once it is passed, it can be missed forever. SALES FORMULA makes sure there are no gaps or unnoticed holes in the sales experience weaver that this segment has been developing for nearly a decade. The second function that SALES FORMULA serves for this group is building the next level of structured sales career excellence through completing the formula of sales roles, leading sales efforts and plans as well as managing key customer accounts.

• The last target audience group is sales managers with less than five years experience. For this group SALES FORMULA makes sure the sales function is clearly laid out in the audience minds as well as different team members’ roles and responsibilities. It makes sure the manager has no blind spots in this critical position. SALES FORMULA has two more focus areas for this group: first introducing the effective formula of sales management including sales and people. Secondly, designing and managing sales organization including organizing people and jobs as well as effective reporting flow within the sales organization.

Instructors’ Profile Successful sales training is not just knowledge transfer, besides knowledge it must include practical experience sharing, updated implementation, tips and sales tactics that fit different situations. It takes more than academic knowledge to deliver these elements. That’s why, the instructors of this program are selected with a current and updated successful sales career experience as well as the basic academic knowledge backbone to make sure they deliver the intended structured knowledge base accompanied with the practical touch of “how to do”.

Key Benefits After completing this program, the participant will have both individual and organizational benefits. The individual part includes being able to carve a successful sales career up to the successful senior sales management level. The organizational part includes the ability to leverage individual effort as well as team integrated effort and team organization to maximize the outcomes of the sales organization with the highest efficiency. Another organizational improvement is achieving a successful sales culture and atmosphere where the sales team are well positioned within the organization and motivated to perform up to their maximum.

Address: 3W Khaled Teama St.

Sheraton Bldgs, Heliopoplis, Cairo, Egypt.

Tel: +202 22 688 731/6

Fax:+202 22 67 6740

PO.Box :11361

Info@shift-performance.com

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