Senior Management Development Scheme

The Senior Management Development Scheme will help anyone who has a sales responsibility regardless of the industry they are working in.  The development aspect of the programme ensures continuous learning and will prepare the delegate for most situations they will face in a sales and a sales management environment. During the programme the delegate will benefit from continuous coaching and assessment both directly and online to ensure learning acquired in the course work is implemented effectively in the work place.

ISMM Accreditation

Accreditation for the programme is being sought from the institute of Sales and Marketing Management.  If approved, this will mean that all delegates successfully attaining the grades required will be entitled to ISMM membership and will be able to use designatory letter after their name to indicate their knowledge and experience in a sales environment.  The courses run monthly over a nine month period, with two intakes annually, starting in October and finishing in June or from February to October.

Senior Management Development Scheme Programme

• Enrolment meeting
• Essential sales skills – 1 day
• Telesales and telemarketing – 1 day
• Customer service excellence – 1 day
• Negotiation skills – 1 day
• Presentation skills – 1 day
• Relationship selling – 1 day
• Managing excellence – 3 days
• Marketing for success – 1 day
• Senior management development scheme certification evening

The programme costs £1695 +VAT plus ISMM membership fees

Enrolment meeting

The programme starts with a half day enrolment meeting where the delegates are briefed on the whole process and the formal paperwork is completed.  Delegates get a chance to meet their learning colleagues and to understand how the scheme will help them to develope their careers further.

Essential Sales Skills

Objectives                                                                   

• To develop foundation and advance sales skills
• Create trust, empathy and understanding with the customer
• Sell more products, more profitably and more often

Course Contents

• Developing rapport and creating trust
• Qualification – The foundation of sales
• Questioning and listening techniques
• Understanding the customer
• Developing the sales track
• Effective produce presentation
• Objection handling
• Basic negotiation skills
• Closing the deal

Telesales and Telemarketing Skills

Objectives

• To develop foundation and advanced telesales skills
• Create the confidence to sell on the telephone and reject the fear of rejection by utilising live calling environment

Course Content

• Customer motivation
• Call preparation
• Receptionist management
• Product knowledge
• Practice calls
• Live calls

Customer Service Excellence

Objectives

• Understanding the impact of customer service
• Developing excellent service practices
• Cultivating customer relationships through quality service
• Creating customer delight

Course Contents

• Understand what excellent customer service looks like
• Create a first impression – leave a lasting impression   
• Building rapport
• Recognise who your customers are – external and internal
• Understand the needs of your customers through appropriate questioning
• Active listening
• Are you helping or hindering? How do you behave?
• Setting customer expectation
• Deal with customer dissatisfaction and complaints
• Implement memorable customer service experiences into your business – go the extra mile

Negotiation Skills

Objectives

• Understanding the negotiation process
• Developing effective negotiation skills

Course Contents

• Preparing for business negotiation skills
• Defining goals for negotiation – seller perspective, customer perspective
• Identify and define concessions
• The art of option and compromise
• Negotiation bargaining – how not to give it away
• Johari’s Window – the win / win principle

Presentation Skills

Objectives

• Develop and deliver quality presentations using different media
• Analyse subjects, themes, learning points and construct cohesive arguments for presentation
• Develop confidence in presenting through style, knowledge, body language and the effective use of tone

Course Contents

• Analysis of existing presentation styles
• Development of body language, tone and delivery
• Creating impact
• Subjects, themes and learning points
• Mind maps as an aid to writing presentations
• Writing, developing and delivering presentations
• Building confidence

Relationship Selling

Objectives

• An understanding of how relationships effect successful sale
• Develop best practice for building strong relationships
• Understand the dealer market and dealer personalities
• Develop effective methods of negotiation with the relationship

Course Contents

• Networking skills
• Building rapport and understanding
• Relationship based negotiation
• Understanding relationships – Characteristics and psychology
• Personality styles
• Types of organisation structure
• Building strategies for account management
• Managing relationships
• Account managers development styles
• Client centred selling
• The rich vein of repeat customers

Managing Excellence

Objectives

• Provide the confidence and ability to pass on and develop skill in others
• To mentor those people to a greater success
• Develop styles of self motivation and empowerment
• The ability to analyse performance against KPI’s and the performance of others
• Developing goals for self achievement and motivation
• Develop confidence

Course Content

• Course and delegate introduction
• CRM systems and controls
• Contact Wheel
• Sales funnel and contact ratios
• Management and leadership skills
• Coaching and mentoring skills
• Motivation techniques and confidence building
• Statistical analysis and goal setting

Marketing for Success

Objectives

• A full understanding of basic marketing utilising correct media
• Understanding your market and customers
• Create a marketing plan

Course Contents

• Course and delegate introduction
• What is marketing for?
• Determining and dividing your market
• The basics of market targeting
• Creating clear goals for your marketing project
• The product portfolio and life cycle
• How does price affect your marketing?
• Basic promotional techniques
• Creating your marketing plan

Certification for the Senior Sales Management Development Scheme

The certification for the senior management development scheme is an evening event which the awards and certificates are presented.  Each delegate’s employer is invited to attend along with other associated learning dignitaries to make the whole event memorable.  Each member will receive a gift confirming their senior management development scheme membership as well as their certificate and ISMM membership.

Objectives

• To certificate the successful delegate as a member of the ISMM having qualified through the Estadia Senior Sales Management Development Scheme

Course Contents

• Certificate and presentation of Limited Edition Scheme pen and Scheme pin by Senior Executive
• Publicity opportunity for local / national / industry press
• Networking opportunity with local businesses