Course content
Overview
Elements of this syllabus are subject to change.
This 5 -day instructor-led course both teach and refresh the newly hired experienced or non experienced salesperson.
The course aims to assist the busy HR department or Sales Director/Manager by providing a range of tools that help their new starter identify their continued area of development then fill the gaps, refresh existing skills and co create an exciting results orientated action plan designed with your new starter, your business and your customers success at the heart of it.
A post course report and course test results are provided to the sponsor on the attendee's contribution, attitude and commitment to success.
The course is called Maximum Impact as it is highly demanding, requiring commitment and actions from the attendees.
Audience
The primary audience for this course are individuals who are new to your business and have an office or field sales role.
The secondary audiences for this course are individuals that provide a sales or customer service support function.
At Course Completion:
- Have a workable SMART action plan with Key Performance Indicators agreed
- Completed the Must Have Ten Point Plan
- Fully inducted into their new department or team
- Induction course certificate of completion with your company logo
- Post course report for the sponsor including results from tests
Prerequisites
- Pre induction checklist (Kuta document)
Course Outline
Module 1: Analysis for performance - this module aims to help the individual recognise their preferred ways of completing tasks, helping them avoid time wasting, procrastination and communication issues enabling better performance by building on their selling strengths
Module 2: Must Have Ten Point Plan - this module aims to assist both the individual and the organisation by covering the legal side of sales, this module contains health and safety induction including manual handling and section 7, legal aspects of using your own or the company car, data protection act, freedom of information and how to use it to your sales advantage and more. This course can contribute to satisfying your organisations legal responsibilities under health and safety and data protection laws.
Module 3: Task and Priority Management - this module aims to build on module 1 and introduce attendees to diary and computer task management, using the unique Kuta Task Management tool. This module enables the individual to prioritise highly effectively thereby reducing tasks and remaining on target with their key performance indicators.
Module 4: Selling principles - this module aims top address the basics of sales, taking a look at features and benefits and what if statements, this module is practical requiring role play, interaction and genuine skill development by doing.
Module 5: Key performance - this module requires input from the sponsor and allows expectation management to be met and exceeded, the individual can expect to know what is truly expected of them and what they need to know in order to successfully breeze their probation period and get results above and beyond what is a minimum.
Module 6: Territory Management - this module covers the fundamentals of planning and working your territory - from pre calling cards, cold calling basics.
Module 7: Multiple selling - this module is aimed at taking a single sale to multiple orders, using best industry practice alongside Kuta practical sales support tools your new starter will be able to help the customer recognise the benefit in buying multiple products right now - raising orders, raising profits, fostering stronger client relationships.
Module 8: The company and you - this module introduces the company, the company mission/vision, who's who, roles and responsibilities, your contract of employment, your line manager, code of conduct and office procedures and policies.
Module 9: Introduction to motivation - this module aims to address the thorny subject of procrastination, lack of performance and reduced motivation enabling the individual to recognise the signs and take the appropriate thinking course of action - highly effective requiring the team leader or direct reports involvement in the action plan.
