MSOPE - Sales Excellence

1. Dynamic Leadership

• How to solve business problems in a swift manner
• A 2-day training course
• Prerequisite: A team that wishes to work and solve problems better.
• This course is designed for a team that wishes to improve its team-work and to solve internal and external problems more rapidly. The course teaches communication. It sets rules for how to communicateand defines ways of creating value It teaches about the simple but powerful tools that help to create a high performance team.

2. Breakaway Selling

• Value-based selling; understanding what value means to the customer
• A 3-day training course
• Prerequisite: Some sales background or simply interest in becoming a good salesperson
• This course builds on how the sales process of a company is linked to the buying process of the customer. It helps with understanding the steps that a customer goes through and knowing how to communicate with and influence the customer to finally make a purchase. This is all about value-based or consultative selling. It is about giving the customer what they want and not about selling what you want to sell.

3. Pipeline Management

• A way in which to achieve your sales quota in a planned and structured manner
• A 2-day training course
• Prerequisite: Sales experience or simply interest in becoming an effective salesperson.
• At the beginning of the year the sales quota appears elephantine in size. This course is about how to swallow that elephant. It links your sales process to the buying process of the customer And to divide the quota into manageable size chunks with different sales times, conversion rates, values…. The course helps you to create and to administer a healthy pipeline.

4. Building a financial business case

• You will understand how to be able to make sales based on strategies and requests that result from financial needs.
• A 2-day training course
• Prerequisite: Sales experience in any business unit
• No one wants to buy anything but they want to have their problems solved. This course is about how to sell to those people who do have money but are more interested in increasing their revenue by reducing costs and/or risks. Products that you like to sell become the solution to financial problems. How to read an Annual report and experience pain. Learn to understand some basic financial terms such as ROI, payback-period and a few more.

5. Coaching Sales Performance

• How to coach a salesperson into achieving a higher level of performance
• A 2-day training course
• Prerequisite: A Sales Manager or any other manager with an interest in increasing performance
• The course takes START and GROW as a basis for coaching. The leaders explore the potential of coaching through working on adapting the trio’s base on cases from customer. This is a very feedback-intensive course.

6. Negotiation Training

• How to succeed in negotiations
• A 1-day training course
• Prerequisite: Employees at all levels
• What does winning in a negotiation mean? This course provides the basic skills needed for sound negotiation. Following brief theoretical sessions participants are privided with an increasing amount of input concerning preparation, listening, asking question and responding to questions to achieve a Win/Win result. The course inclides 4 negotiation sessions during which the participants work as a trio.

7. Presentation Practice Workshop

• How to present yourself, your product, your project, your solution.
• A 2-day training course
• Prerequisite: Suitable for anyone from Sales, Admininstration or Management
• The participants undertake 3 rounds of prepared presentations, each maximally four minutes long, and based on any topic, with feedback provided by the group. The theoretical basis of the presentations is analysed between the presentations. All the participants are given a new task for the presentation on the second day, i.e. to include all the elements of implementig a good presentation. The presentations are videotaped for the participants own use.

8. Another valuable but different sales-presentation course

• How to make a presentation to a CIO, a COO, a CFO or anyone else who may be outside your comfort zone.
• A 2-day training course
• Prerequisite: Suitable for any one from sales and/or management.
• This presentation course focuses on cases involving real customers. Eachgroup implements a presentation based on what is of value to the person that you are talking to and on his position in the company. It also will focus on creating the appropriate content and presenting these features both as a position statement and as a brief presentation without the use of slides. This course is primarily about how to talk to and implement a presentation to a CXO.

9. Process of Management (POM)

• How to develop goals and activities that all the members of the team understands and are eager to implement.
• A 2-day training course
• Prerequisite: A team sharing both problems and goals in common.
• This course is based on best practice of managers running a successful business. It is beneficial for a team that is struggling to be able to move on, especially for one that has both internal and external problems. It helps to initiate a prioritised set of Critical Success Factors (CSF) that are held in common. This represents a strong team-building tool, one that is often utilised by the management team and that percolates down in the organisation.

10. Providing Quality Customer Service

• Techniques and tools concerning the provision of high-quality personal service to the customer.
• A 2-day training course
• Prerequisite: The provision of onsite organisation, support for a call center
• A high level of customer satisfaction also leads to a high level of employee satisfaction. This course is concerned with this entire process - from greeting the customer to a final Thank You and Goodbye. It also deals with all the factors invoved in regard to dealing with different kinds of customers. Handling anger; handling demands; handling fears. How to treat a customer well. How to create a high level of customer satisfaction.

11. Feedback Workshop

• How to create a feedback culture. Key learning comes from Feedback.
• A 2-day training course
• Prerequisite: Managers or a team
• Feedback comprises much more than just the annual evaluation. Feedback is the key to the growth of both the individual and the organisation. Creating a feedback culture is a valuable initiative that has to come not only from the managers but also from within the team to be successful. We will practice giving all kinds of feedback including concerning “THAT difficult conversation” and the necessity for adaptive behaviour within small groups.

12. Performance Management

• How to develop and maintain a Performance Culture
• A 2-day training course
• Prerequisite: Managers
• This course aims to create a common understanding concerning what good performance means today and what it might look like tomorrow. The course examines different leadership styles, different tools and methods to deal with individuals and their growth within a performance culture. We deal with setting goals, coaching employees, teambuilding, follow-up activities, feedback and reward and recognition.

• 4 perspectives of selling
• A 2 to 4-day training course
• Prerequisite: Sales
• This course comprises 4 individual courses that build on each other that can be delivered separately as
  
  1-day courses or on combination as a 3-day course.

• Sales Fundamentals
• The discipline of successful selling
• Selling when facing competition
• Sales Planning