Sales Force Training Program
Sales Training Workshop Series
12 Module Workshop
Course Objective
Leading salespeople is one of the
most challenging jobs, requiring the
ability to manage yourself and a
team of people who are generally
high achievers and have demanding
personalities.
Effective sales managers need to
recognize and avoid common
leadership mistakes, prioritize to
avoid the tyranny of the urgent, and
understand the factual, causative,
and value-based motivators of their
salespeople
Who should attend
Sales Manager
Business Manager
Sales Trainer ( Internal)
Territory Managers
Marketing Managers
Customer relationship Managers
© Tetrahedron Manufacturing Services Pvt Ltd
Phone : +91 7042140046 Email : training@tetrahedron.in
Designed for JCB
Identifies and converts prospects who
should be doing business with us into
customers who are champions for our
organization.
Creates an environment with
customers to maintain a positive long-
term relationship
Manages process for aligning human
capital with organizational goals.
Benefits of attending
you will be able to examine the people side of being an
effective sales leader and the process side of being an
effective sales manager. You will begin with yourself and
where you spend your time for the most profitable action.
You will look at ways that you can stay focused on your
priorities. You will discover a tool to help you understand
what motivates individuals on your team
Improved Customer Service: delivering exactly what the
customer wants when they want it.
Improved Sales Productivity: Improvements in throughput
and value add per person.
Improved Lead Times: Business able to respond quicker,
quicker set ups, fewer delays.
Understand the fundamental drivers of sales management
and Leadership, Recognize the common mistakes sales
managers make
Analyze the challenges of managing time as sales
managers, Use the Sales Inner View to build relationships
and understand motivations
Develop solutions that are unique to each buyer, Formulate
solutions that appeal to buyers’ logic and emotions
Over the last three years 600+ Participants
has attended this session across India
 Sales Force Training Program
Program Scope & Structure
STRUCTURE
3 Stage Structured
Program helps in
achieving given and
stretched target with
result based career
progression
SCOPE
Customised activity
based session with
skill map analysis and
training effectiveness
at all three series
VoC and
Stake Holders
Expectation
Pre Session Test
Pre-session Test for Skill
mapping by Customsied
web-based Assessment
Module. Web based tool
will be helpful to replicate
the test for large numbers
across geography with
standardised skill-gap
matrix
Project Manager
Name - Vijay
Education – B Tech + MBA
Experience – 14Yrs in
Language – English, Hindi
© Tetrahedron Manufacturing Services Pvt Ltd
Phone : +91 7042140046 Email : training@tetrahedron.in
Designed for JCB
Stage Gate Sales Improvement Advance Sale-Force
Program Program Assessment Program
(SGP) (SIP) (ASAP)
4 Workshop 4 Workshop 4 Workshop
Module in series 1 Module in series 2 Module in series 3
(Stage gate) will (SIP) will help (ASAP) will help
help the participants candidate to
participants achieve stretched qualify for the next
achieve given sales sales / revenue level hierarchy
/ revenue target. target.
2 Series 3
Series 1 Series
Business need Define Growth
Expert Input &
and target Path and Next
CFT
setting Level
Innovative Effectiveness
Customised
Activity Based and Impact
Session Material
Workshop Assessment
Input from Customer and Tet ahed o ’s rich & wide A series of post session
stakeholde s’ business expertise help design and assessment in regular
need along with skill gap deliver the workshop with interval measures the
map help customise the at least 60% activity based effectiveness and impact
session that bring learning enable the of the training on on-job
required skill to deliver participants to enjoy the daily work of candidates.
quick, visible and tangible session and retain An MIS will also help the
result as required by the maximum learning from manager to visualise
business the session a didates’ progress
Project Leader Workshop Guide/Moderator Content Designers – 2 Numbers
Name - Nitin Name – Vivek / Kumar Name – Abhilash, Jyoti
Education – B Tech + MBA Education – B Tech, MBA Education – BA, Animation
Experience – 14Yrs in Experience – 13Yrs Language – English, Hindi
Language – English, Hindi Language – English, Hindi
 Sales Force Training Program Designed for JCB

Sales Training Workshop Series

Developing and •C eate e usi ess oppo tu ities ithi e isti g a ou ts • Desig a lea a d
M1 Managing Key o p ehe si e pi tu e of a lie t’s u e t a d futu e eeds, •De elop goals a d a
Accounts detailed action plan to create client partnerships
•Esta lish Retu o I est e t fo usto e s • Measu e ROI i te s of ti e,
Establish Return
M2 cost, and quality •Redu e o ies a d gai pea e of i d fo lie ts • Deli e a
on Investment
compelling ROI summary

•Guide usto e s th ough the stages of o it e t •Be o e a t usted ad iso to

Commitment
M3 lie ts •Ma age o it e ts o e a lo g selli g le •Gai o it e ts i a
Strategies
competitive environment

Generate Interest •Utilize a a iet of tools fo i fo atio gathe i g •De elop eeds assess e ts to
M4 Through Informed gathe ele a t lie t data •Use I fo ed I te ie s to ea lie t espe t a d
Discovery t ust •Use spe ifi su a izi g te h i ues to o fi lie t eeds
Foundation for •U de sta d a d appl a p o e selli g p o ess • Appl a philosoph to u de sta d
M5 Consultative the u e ’s poi t of ie •De elop a oti ati g pe so al isio as a salespe so
Selling •Ma age ti e fo p ofita le a tio
Master the Selling •Tie the sales p o ess togethe •Deli e a sales p ese tatio Customized to your
M6
Process usi ess •Assess ou olleagues o thei a ilit to p ese t solutio s
•Tie the egotiatio s p o ess togethe •I ple e t st ategies fo effe ti e
Negotiations
M7 negotiation planning and preparation •P a ti e the egotiatio p o ess ele e ts
Mastery
•Assess ou olleagues o thei a ilit to egotiate
Negotiations: •Ide tif ideal, ealisti a d fall a k ta gets fo oth sides •Respo d to o o
M 8 Leveraging negotiations tactics •I ple e t st ategies fo effe ti e egotiatio pla i g a d
Personality Styles preparation
•Appl a Wi -Wi p o ess to esol e o je tio s •Ide tif poi ts of ag ee e t to
Objections
M9 lower buyer resistance •Respo d to the si ost o o o je tio s ith
Handling
confidence
Pipeline and •P oje t e e ue ta gets f o e isti g a ou ts a d u e t a d e p ospe ts
M 10 Territory •Ide tif he e lie ts a d p ospe ts a e i the sales pipeli e •De elop a te ito
Management plan to create focus and direction for activities
•C eate a pi tu e of hat a salespe so ’s jo looks like he it is ei g do e ell
Sales Performance •W ite a do u e t that defi es pe fo a e e pe tatio s, Identify key skills,
M 11
Defined knowledge and abilities essential to job performance, Translate business objectives
into daily activities with measurable results
•Fu the de elop e isti g a ou ts a d i ease usto e lo alt • C eate a efe al
Uncover Selling
M 12 et o k of ha pio s ho i g i usi ess •Capitalize o efe als, efe e es,
Opportunities
and testimonials

© Tetrahedron Manufacturing Services Pvt Ltd

Phone : +91 7042140046 Email : training@tetrahedron.in