• Slide 1
  • Slide 2
  • Slide 3
  • Slide 4
  • Slide 5
  • Slide 6
  • Slide 7

Seminar finder

Managing Sales Success

How to create competitive advantage in sales. 4 + 1 days.

CONCEPT 

One of the most important things your company does is sales. Of what use is all the preliminary work in development or production, if at the end of the process chain sales performance is inadequate? The goal of a company, therefore, should be to create competitive advantages in sales and distribution. Excellence in sales is a must, therefore, and the right measures to achieve this must be planned and realized. The goal of this seminar is to give you insight into the mechanisms of successful and convincing sales strategies and to show what makes up robust sales management. 

WHO SHOULD PARTICIPATE 

  • Executives in sales, distribution, key accounts, marketing and market management 

  • Sales directors 

  • Those responsible for sales and results 

  • Decision-makers who are convinced they 
need to invest even more in achieving excellence in sales 

  • Members of the executive board 


PART 1

Benchmarking to achieve dominant Sales 


  • The best sales organizations in our industry 

  • Benchmarking and identifying core competencies to achieve marketing dominance 

  • Finding competitive advantages for small companies early 


Analyzing my Company's Strengths in the Marketplace

  • Are there competitive advantages in my company's products and service portfolio? 
  • Are there communicative advantages when it comes to image, awareness levels and market presence?

  • What are my company's strengths in distribution?

  • Does my company possess special expertise in a sales system or in direct customer contact?

  • Does my company have a sales advantage due to a strong sales staff?

  • Are we selling a lot thanks to E-commerce, online shops, internet or activities in new media?

  • Are we first-class at consultative selling?
  • Is our strength in direct marketing?

  • Do we have other, industry-specific strengths when it comes to sales? 

Developing a convincing Sales Strategy 

  • Planning sales strengths

  • Accelerating existing and new sales channels

  • Focusing your sales strategy to the POS

  • Achieving sales preference with preferred customers 

Developing effective Sales Processes and Distribution Structures


  • Designing the right sales process 
  • Optimizing the management of structures, competencies and responsibilities for sales success 
  • Setting the right incentives for sales-relevant measures 

Key-Account Management 

  • Trends and developments in key-account management 
  • Buying centers, selling centers, category management 
  • Understanding the purchasing-decision process 
  • How to develop key customers step-by-step 

Active Customer Management 

  • Recognizing and using the potential of existing customers 
  • New-customer acquisition 
  • Accompanying and holding customers throughout their contract lifecycle 
  • Securing customer satisfaction. Clients referring clients. 
  • How to save unstable customer relations
  • How to win back a lost customer 

Developing Sales talent 

  • How to identify and promote sales talent at your company 
  • Developing talent in sales 

Managing Sales Success 

  • How to become the best sales organization in your industry 
  • Developing key performance indicators (KPI) for measuring performance and effectiveness 

PART 2

A few days after the seminar has ended, an individual private coaching day will be held for you at our Executive Center in Zurich. It will focus on deepening those topics outlined above, which are of most interest to you. For you alone and a max. of 2 further participants from your company (included in your fee).

Sessions

2. Session 2017

Number: N8327

Part 1: November 13 - 16, 2017
Berlin, Germany

Part 2: 1 day Private Coaching
to be scheduled

Küsnacht/Zürich, Schweiz

CHF 6'900.- excl. VAT Invoice on request in EUR, at current exchange rate

Additional Services

Call us for a telephone consultation: +41 (0) 44 913 15 80

Seminar + Individual Coaching

Seminar + Individual Coaching

Book an individual coaching session in addition to a seminar.

My Sparring Partner

My Sparring Partner

Book this 2-day workshop and profit from a deep-dive into company-specific content, with insights especially relevant to your work. For you and a max. of 4 other colleagues from your company.

Learn & Perform

Learn & Perform

First you attend an open seminar. After completion, a St. Gallen management consultant visits you at your company to support implementing what your learned.

A Second Opinion

A Second Opinion

You need to make an important decision that will determine the course your company will take. To make sure you get it right, you need a second opinion.

Implementation Project

You attend an open seminar, and those things you learned that are especially vital to your company are then implemented with this project, tailor-made for your company with external support.

The Mental Option

Management top-performance requires mental preparation. Our "Human Tuning" service is an additional day of mental training for executives.

Company Teams

Two or more participants from a single company take part in the same seminar – and implement what they learned immediately upon return.

Bosses Promoting High-Potentials

When you promote men and women of your staff, it will help if you approve their participation in our junior program first. In a briefing, you tell us what exactly your employee needs to develop. We meet with the participant and give you feedback about this. We then give you a promotion proposal and the St. Gallen talent-promotion tool for implementing your own talent management.

Small-Group Seminar

Small-Group Seminar

A seminar with a max. of 6 participants. Small groups allow a deep-dive into subjects of special interest to you.

Transfer

Transfer

After learning the latest management insights at your seminar, you want to use them. You have ideas, maybe even a concept. Or you want to practice what you learned and your conduct as an executive.

Bring your Customer

Bring your customers with you to a seminar. Here you'll be inspired for collaboration, joint development, open innovation. During off-time, you can work with your customer on ideas for future collaboration.

Compressed Learning

Compressed Learning

Management knowledge compressed into a 1-day seminar, with content conceived especially for your company.

Certification of your Advanced Training

Certification of your Advanced Training

You can book an additional 4-day workshop for certifying your advance training.

Career Support

Career Support

You are pursuing a specific management position. We'll help you in your career.

St. Gallen Tools

St. Gallen Tools

We develop management and leadership instruments that are tailor-made for use at your company.

St. Gallen Inhouse

St. Gallen Inhouse

Seminars with company-specific content. If you have questions about this or need information, please call us at +41 (0) 44 913 1580 or write an email to:
info@mab-edu.com.

Contact us

+41 (0) 44 913 15 80

Write an email