{"id":5119,"date":"2018-07-15T08:31:03","date_gmt":"2018-07-15T06:31:03","guid":{"rendered":"https:\/\/mypeergroup.com\/?page_id=5119"},"modified":"2018-07-20T12:10:21","modified_gmt":"2018-07-20T10:10:21","slug":"dynamic-sales-kpis-course","status":"publish","type":"page","link":"https:\/\/mypeergroup.com\/mypeergroup\/dynamic-sales-kpis-course\/","title":{"rendered":"Dynamic Sales & KPIs<\/span> Course<\/span>"},"content":{"rendered":"

DEVELOP DYNAMIC SALES KPIs<\/span> TO DRIVE REVENUE.<\/h2>\n

 <\/p>\n

ABOUT THE EVENT<\/span><\/h1>\n

4 & 5 September 2018<\/h2>\n

 <\/p>\n

THE CHALLENGES<\/h5>\n

In sales, it\u2019s a long way to the top and professional selling has never been more challenging.
\nBuyers\u2019 expectations are higher than ever before and competition is intense.<\/p>\n

So where must we improve?<\/p>\n

1) The first attribute of a world-class sales organization is a highly skilled sales team that\u2019s well trained and consistently adheres to a dynamic and structured sales process. If salespeople do not follow a structured Sales Process that creates value for the customer, then accurate results are impossible to predict and achieving Sales Quota becomes a hit and miss affair.<\/p>\n

2) The second attribute is a world class Sales Team where Sales Metrics measure the progress of qualified opportunities into closed deals.
\nMost salespeople measure activities based on the ratio of closes to quotes issued. This is a lagging KPI and only gives us the history, which is often too late. What we require are Leading KPIs that provide accurate indicators of future results. These indicators can prompt us to take fast, proactive steps when urgent action is required.<\/p>\n

3) The third attribute is a highly motivated Sales Team where morale is high. A positive Sales Culture is a critical factor in driving Sales Revenue.<\/p>\n

\"kpi-training\"<\/p>\n

WHO SHOULD ATTEND?<\/h5>\n

This course is designed for all B2B salespeople and managers responsible for a dynamic Sales Process that is driven by relevant KPIs. We help you streamline your sales process and define the critical Sales KPIs that will drive Organisational Effectiveness.<\/p>\n

THIS TRAINING IS SUITABLE FOR BELOW JOB TITLES AND SIMILAR:<\/h5>\n
\n\u2022 B2B salespeople
\n\u2022 Sales Managers
\n\u2022 Sales Directors
\n\u2022 Field salespeople
\n\u2022 Marketing staff
\n<\/div><\/div>\n
\n\u2022 Client Relationship Managers
\n\u2022 Account Managers
\n\u2022 Business Development Managers
\n\u2022 Commercial Managers
\n\u2022 Project Leaders
\n<\/div><\/div>\n<\/div>\n
AGENDA<\/h5>\n
\n
<\/span>Tuesday 4th September 2018<\/div>
\n

08:00<\/span> – Registration & Coffee
\n08:30<\/span> – Introduction and Overview
\nPeer Group trainers will kick off the course with introductions, expectations, and a discussion regarding the Sales Challenges participants are presently experiencing. Participants will examine their current Sales Process and benchmark against World Class standards.
\nDoes the Sales Pipeline provide clear visibility into all the sales opportunities that lead to the closing of a deal?<\/p>\n

Topics that are covered include:<\/h6>\n

\u2022 Understand the Sales Process from A to Z
\n\u2022 What is \u201cConsultative\u201d selling
\n\u2022 Understand the buyer\u2019s mind set in your industry
\n\u2022 What is \u201cINSIGHT\u201d selling?
\n\u2022 How to \u2018unseat\u2019 your competitors
\n\u2022 Sell on VALUE rather than PRICE!
\n\u2022 Specific communication skills that differentiate top performers from average ones
\n\u2022 Why and when buyers actually make decisions to buy
\n\u2022 Understand the different Social Styles of potential prospects
\n\u2022 Understand the beliefs, skills and behaviours that create a top performer
\n\u2022 How to stop objections before they occur
\n\u2022 Assertive Closing Techniques
\n\u2022 How to manage your Time & Territory
\n\u2022 How to write Winning Proposals
\n\u2022 Win-Win Negotiating Strategies<\/p>\n

17:00<\/span> – Day One Wrap Up
\nThe facilitator will stay on after the wrap up and be available for one-on-one or group consultations<\/p>\n<\/div><\/div>\n

<\/span>Wednesday 5th September 2018<\/div>
\n

Review Learning points from Day 1
\nNow, we create a flowchart of every step that takes place from the lead to the close, as discussed on Day 1 and dig deep to make sure every phase is covered.
\nOnce we have plotted this sequence, we can determine what activities to measure that drive the right behaviours to achieve the expected Sales Results.<\/p>\n

Topics that are covered include:<\/h6>\n

\u2022 Profile your Ideal Customer and their Buying Journey
\n\u2022 What are the relevant benchmarks we can use in the Sales Pipeline?
\n\u2022 What are the criteria that constitute a legitimate KPI?
\n\u2022 What is SMART and how do we use this business acronym to set measurable Business Objectives?
\n\u2022 What are the indicators of Leading KPIs?
\n\u2022 Number of qualified leads in the pipeline
\n\u2022 Sales cycle length
\n\u2022 Total length of time to qualify a new prospect
\n\u2022 Qualified to proposal ratios
\n\u2022 Number of new (first) client meetings per month
\n\u2022 Cold lead to qualified ratios with conversion rates
\n\u2022 What are the indicators of Lagging KPIs?
\n\u2022 Proposal to closed ratio
\n\u2022 Average deal size
\n\u2022 Number of sales per year
\n\u2022 Annual quota
\n\u2022 New vs. existing client sales
\n\u2022 Develop measurable KPIs for your specific business
\n\u2022 Coaching Skills:
\nMonitor trends\u2014both worsening and improving. Understand the types of behaviours that are important to instil and be quick to rectify any lags in performance early.
\n\u2022 Climate Survey Tools \u2013 measure the morale and motivational levels of salespeople
\n\u2022 Write down Critical Action Plans for immediate implementation in your organisation
\n\u2022 Complete an Electronic Assessment
\nThis assessment will be used as part of the Certification process<\/p>\n

17:00<\/span> – Course Summary<\/p>\n<\/div><\/div>\n<\/div>\n

VENUE<\/a><\/h5>\n

The Apollo Hotel<\/a>
\n158 Bram Fischer Drive, Ferndale, Randburg<\/p>\n

YOU WILL RECEIVE…<\/h5>\n

\u2022 Over 16 hours of lively, interactive and high impact training
\n\u2022 A comprehensive High Impact Sales & KPI Workbook
\n\u2022 KPI templates to implement back at work
\n\u2022 A Climate Survey Tool so you can record your staff\u2019s Motivational Level
\n\u2022 A Certificate of Accreditation for your CV<\/p>\n

TRAINING METHOD<\/h5>\n

Our training is based on creating an environment where the learner is the most important person. The trainer is there to guide and facilitate. Within our programs, participants become engaged in an experience that mirrors the pressures and challenges faced in a real-world situation.<\/p>\n

DURATION<\/h5>\n

Two-Day High Impact Workshop.<\/p>\n

PRICING<\/h5>\n

Full training with certification – R8500 excl vat<\/span>
\nEarly Bird discounted rate for bookings before 10 August – R7225 excl vat<\/span><\/p>\n

SHARE THIS COURSE<\/h5>\n
<\/a><\/a><\/a><\/a><\/a><\/div><\/div>\n
ABOUT THE TRAINER<\/h5>\n

\"kpi-training\"<\/p>\n

<\/h6>\n
Clive Price is the Managing Director of The Peer Group.<\/h6>\n

Clive has a BA (Econ) from Wits University and a Post Graduate Degree in Learning Psychology from London University.
\nHe is also a registered Personnel Practitioner and a Fellow of the Institute of Training Management South Africa.
\nHe has 30 years of experience in the field of Professional Selling Skills and Driving Business Revenue and is regarded as a superb sales facilitator and business motivator.
\nHe is active as a business speaker at conferences and events, writes for reputable business publications and has sat on various Boards of Companies listed on the Johannesburg Stock Exchange. Clive has written 3 Books on all aspects of Sales and Sales Management.
\nThese books are available on Amazon.
\nClive understands the real challenges facing Organisations from first-hand experience and will share with you real life situations, not text book stuff.
\nFor over 25 years Clive has personally trained over 140 000 business people in 8 countries ranging from South Africa, Botswana, Kenya, Nigeria, Mozambique, Tanzania, Uganda, UK and Canada.
\nSome blue chip clients are Mercedes Benz, Liberty Life, Alexander Forbes and FNB.<\/p>\n

\"\"<\/a><\/p>\n

TESTIMONIALS<\/h5>\n
\n\t\t\t \n\t\t\t <\/i> I\u2019ve heard Clive talk at the United Professional Sales Association, and was blown away with by his content. He has an astute grasp on what it takes to make it in Business\n\t\t\t

Jacques de Villiers – Owner, Mind Trust Marketing<\/p>\n\t\t\t <\/div>

\n\t\t\t \n\t\t\t <\/i> Clive\u2019s organization is a leader in its field. He not only stays ahead of the knowledge curve of selling and sales management, but he has an ability to bring his clients up to speed as well which gives them a unique and a competitive edge.\n\t\t\t

Brian Jeffrey – Co-founder and President, Sales Force Training & Consulting Inc<\/p>\n\t\t\t <\/div>

<\/div><\/div>\n
\n
\u00a0<\/div><\/div>\n
Do you need more information OR<\/b> want to get started?<\/h6><\/i> Enquire Now<\/a><\/div><\/div>\n
\u00a0<\/div><\/div>\n<\/div>\n","protected":false},"excerpt":{"rendered":"

DEVELOP DYNAMIC SALES KPIs TO DRIVE REVENUE.   ABOUT THE EVENT 4 & 5 September 2018   THE CHALLENGES In sales, it\u2019s a long way to the top and professional selling has never been more challenging. Buyers\u2019 expectations are higher than ever before and competition is intense. So where must we improve? 1) The first […]<\/p>\n","protected":false},"author":10,"featured_media":5236,"parent":0,"menu_order":0,"comment_status":"closed","ping_status":"closed","template":"","meta":{"footnotes":""},"class_list":["post-5119","page","type-page","status-publish","has-post-thumbnail","hentry"],"_links":{"self":[{"href":"https:\/\/mypeergroup.com\/mypeergroup\/wp-json\/wp\/v2\/pages\/5119","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/mypeergroup.com\/mypeergroup\/wp-json\/wp\/v2\/pages"}],"about":[{"href":"https:\/\/mypeergroup.com\/mypeergroup\/wp-json\/wp\/v2\/types\/page"}],"author":[{"embeddable":true,"href":"https:\/\/mypeergroup.com\/mypeergroup\/wp-json\/wp\/v2\/users\/10"}],"replies":[{"embeddable":true,"href":"https:\/\/mypeergroup.com\/mypeergroup\/wp-json\/wp\/v2\/comments?post=5119"}],"version-history":[{"count":88,"href":"https:\/\/mypeergroup.com\/mypeergroup\/wp-json\/wp\/v2\/pages\/5119\/revisions"}],"predecessor-version":[{"id":5242,"href":"https:\/\/mypeergroup.com\/mypeergroup\/wp-json\/wp\/v2\/pages\/5119\/revisions\/5242"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/mypeergroup.com\/mypeergroup\/wp-json\/wp\/v2\/media\/5236"}],"wp:attachment":[{"href":"https:\/\/mypeergroup.com\/mypeergroup\/wp-json\/wp\/v2\/media?parent=5119"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}