open learn

explore your potential.

TM

Sales Training

NINE MILE
Management Consulting

Sales Skills
Sales Process & Work ow Management Sales Talent Acquisition Sales Pipeline Management CRM & ERP Management Solutions Sales Opportunity Management Sales Cycle Management Sales Associate & Management Training Remuneration, Commissions, & Incentive Plan Construction Lead Generation Client Retention Strategies Corporate Culture Design & Management Sales Pitch & Message Delivery E ective Communication & Telesales

Training Objectives
Strengthening & Growing a Sales Teams Lead Generation & Cold Calling Strategies - Delivering an E ective Message Outsourcing a Sales Team & Team Management Maximizing the Sales Pipeline & Closing Deals Understanding the Co-Relation between Marketing and Sales Support, & Streamlining Activities Sales Negotiations & Dealing with Rejection Developing an Understanding of the Sales Cycle & Know Your Customer Inside Sales versus Outside Sales Tracking Leads & Technology Solutions - Salesforce & Other CRMs Increasing Sales Productivity, Sales Win Rates, & Client Experience Ratings

Plan Solve

Grow

Want to drive sales forward? Learn the skills needed to grow your business.
www.ninemileco.com
Copyright 2013. All Rights Reserved. The Nine Mile Management Consulting Group

open learn
explore your potential.

TM

NINE MILE
Management Consulting

Course Overview
The Sales Management Training Course focuses on developing the skills necessary for creating high performance teams that are collaborative, motivated, and behaviourally aligned with corporate expectations. Students will learn how to properly and e ectively communicate company objectives , accountabilities, and expectations; create high performance teams committed to excellence; lead during times of change; identify and foster sales talent. The course not only highlights recent industry trends but also touches on the following topics: Sales Process & Work ow Management, Sales Talent Acquisition, Sales Pipeline Management, Lead Generation, Client Retention, CRM & ERP Management Solutions, and Incentive Plans.

Course Structure
The training course covers the Sales Management Cycle framework and then moves onto addressing specifc solutions to challenges or issues that your organization might face. From there the course moves quickly, employing the simulation method and situational-based learning techniques to provide the most value.

According to Business Week

Top ways to generate new leads:

Course Activities
Group discussions and partnered activities to develop and hone in on e ective sales pitches. Mastering the sales pitch, contents and message construction, methods of delivery - the elevator pitch. One-on-one coaching to improve sales-based communications. How to improve client relationships, e ective client-side meetings, and interpersonal communications. How to structure an e ective sales presentation. Video-taped analysis of sales presentation & pitch and de-construction to improve and understand visual and non-visual cues. Self-assessment of sales style and personality type. Interactive learning, open discussions, and engaging sales activities. Industry trends and how to e ectively incorporate technology within sales deliveries. Mastering the phone call. Learning through self-quizzes, surveys, and online activities. Pre-training diagnostic tool to assess each participants goals and needs throughout the training process.

22% - Referrals from clients or partners 16% - General referrals 13% - Cold calling
7 Ways that Sales Development Drives Revenues:

1- Better quality follow-up on leads,

better conversations lead into opportunities.

2- Faster lead response times. 3- Better economics. 4- Human touch enhances lead
nurturing.

5- Superior data. 6- Improved revenue cycle

analytics. for sales.

7- Talent development

www.ninemileco.com
Copyright 2013. All Rights Reserved. The Nine Mile Management Consulting Group

open learn
explore your potential.

TM

NINE MILE
Management Consulting

Course Outline

At Nine Mile Management Consulting, we strive to organize training courses that e ectively meet your companys needs. Custom-tailored courses allow for maximum value addition while providing strong relevance to your organization. Fundamentals Delivery Components of an e ective sales call, presentation, and sales materials. Visual and non-visual cues delivered during sales presentations. Upselling and packaged sales. De ning objectives and translating sales drivers throughout the sales cycle. Financial considerations. Closing Deals Controlling the time frame of the sales cycle. Maintaining client relationships and dealing with rejection. Sales close-out activities. Making and nalizing the sale. Aftersales follow-ups.

De ne product / service features, target market de nition, and creating potential client pro le. Outlining potential prospects & KYC. Lead generation & e ective means of prospecting for clients. Components of a revenue-driven sales pitch. Managing client relationships.

Focusing on the building blocks rst.

Block 1

Perfecting the sales pitch through eective delivery.

Block 2

Closing deals and driving revenues.

Block 3

Training Blocks Schedule

1-Day Course

Major focus on lead generation, client relationships, sales pitches, and sales delivery - quick overview of fundamentals. One-on-one coaching and tailoring training to real-life business demands.

2-Day Course Focus on sales delivery and closing deals - crticial critique and analysis of the entire sales management process. Personalized feedback regarding sales pitches and delivery. 3-Day Course Equal focus on developing the sales management fundamentals as well as e ective sales delivery and communications. Working towards a personalized strategy to meet the sales demands of the organization.

4-Day Course Developing sales management fundamentals and background skills to succeed. Taking a step-wise and rigorous approach to sales training with one-on-one support and coaching. Thorough feedback and analysis of sales pitch. Working together to develop an e ective sales strategy and sales pitch to meet the individualized needs of the organization and business challenges.

Certi cate of Completion

All participants will leave with a certi cate of completion after successful participation in the training course. This training course can be used to meet the individual needs of participants as a part of their career development goals.

www.ninemileco.com
Copyright 2013. All Rights Reserved. The Nine Mile Management Consulting Group

open learn
explore your potential.

TM

NINE MILE
Management Consulting

Course Tuition

Our course tuitions are outlined below and are structured to o er an advantage with increased length of course instruction. We strive to o er your organization the best value.

Per Course Standard Hours

1-Day Course Tuition $720 / participant

2-Day Course Tuition $1,280 / participant

3-Day Course Tuition $1,800 / participant

4-Day Course Tuition $2,240 / participant

Monday-Sunday ( exible scheduling)

*We also o er the availability of custom packages. Our courses are o ered to meet your time demands and needs. Courses are o ered on a exible schedule from Monday through to Sunday. All courses come with a course-kit, training materials, presentation materials, and course notes.

e-Tablet Learning
E-tablet learning is the way of the future - In replacement of standard course text books it is our pleasure to announce that we o er all of our training materials through the cutting-edge e-tablet format. The e-Tablet format enhances the way learners interact and engage, and provides students full access to course content, reading material, background information, and presentation slides -- making it a fresh and innovative way to learn. The e-tablet is also integrated into course activities, where participants can use it as a means to record and deliver their presentations; receive analysis of their verbal and non-verbal cues and projections. The e-tablet provides an additional dimension to course-engagement that is not often achieved through traditional sales training courses. *The cost of the e-Tablet plus all pre-loaded content comes at a price of an additional $110 / participant.

To help your business reach its full potential, please contact us:

1.800.873.9118 inquiry@ninemileco.com
Our Consultants bring a range of diverse backgrounds, educations, and industry experiences. We constantly look for ways to solve business problems, seek growth opportunities, and leverage internal capabilities. We are passionate about what we do.

@ninemileco linkedin.com/company/nine-mile-consulting facebook.com/ninemileco

www.ninemileco.com
Copyright 2013. All Rights Reserved. The Nine Mile Management Consulting Group