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.

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

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

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 and market presence?
  • 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?

Developing a convincing Sales Strategy

  • Accelerating existing and new sales channels
  • Focusing your sales strategy to the POS
  • Achieving sales preference

Developing effective Sales Processes and
Distribution Structures

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

Key-Account Management

  • Trends and developments in KAM
  • 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
  • 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).

English
Part 1: 10.12.2018 - 12.12.2018, Berlin, Germany
Part 2: 31.12.2018 - 31.12.2018, ,
CHF 5'900.- / EUR 5'400.- excl. VAT
Invoice on request in EUR, at current exchange rate
English
Part 1: 26.03.2019 - 29.03.2019, Frankfurt, Germany
Part 2: 31.12.2019 - 31.12.2019, ,
CHF 5'900.- / EUR 5'400.- excl. VAT
Invoice on request in EUR, at current exchange rate
English
Part 1: 26.11.2019 - 29.11.2019, Berlin, Germany
Part 2: 31.12.2019 - 31.12.2019, ,
CHF 5'900.- / EUR 5'400.- excl. VAT
Invoice on request in EUR, at current exchange rate
Register
English
Part 1: 10.12.2018 - 12.12.2018, Berlin, Germany
Part 2: 31.12.2018 - 31.12.2018, ,
CHF 5'900.- / EUR 5'400.- excl. VAT
Invoice on request in EUR, at current exchange rate
English
Part 1: 26.03.2019 - 29.03.2019, Frankfurt, Germany
Part 2: 31.12.2019 - 31.12.2019, ,
CHF 5'900.- / EUR 5'400.- excl. VAT
Invoice on request in EUR, at current exchange rate
English
Part 1: 26.11.2019 - 29.11.2019, Berlin, Germany
Part 2: 31.12.2019 - 31.12.2019, ,
CHF 5'900.- / EUR 5'400.- excl. VAT
Invoice on request in EUR, at current exchange rate
Additional Services
Seminar + Individual Coaching

Book an individual coaching session in addition to a seminar. [more...]

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. [more...]

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. [more...]

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. [more...]

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. [more...]

The Mental Option

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

Company Teams

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

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. [more...]

Small-Group Seminar

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

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. [more...]

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. [more...]

Compressed Learning

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

Certification of your Advanced Training

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

Career Support

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

St. Gallen Tools

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

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. [more...]