Course Overview
The sales environment has changed dramatically over the past decade in tandem with the availability and adoption of information and communication technologies (ICT), which have become a strategic imperative.
However, there is a wide range of ICT options available and making the right choice can be a tough challenge. An appreciation of what is genuinely useful and what's not, as well as how to deal with the implementation - whilst dovetailing new systems with existing technologies, applications and processes - is becoming increasingly important.
The purpose of this course:
This course is designed to address key issues around technology in sales by providing an insight into what is available and its role in driving sales, improving efficiency and reducing costs. It also addresses the key stages involved in identifying requirements, drawing up specifications, sourcing and evaluating alternatives, agreeing and implementing ICT based solutions as well as post implementation reviews and future development.
Audience
Who this course is for:
Whilst this course is primarily aimed at sales managers and/or sales directors, it will also be useful to those called upon to assist in the specification and implementation of sales-oriented technology.
Prerequisites
Participants should have a good understanding of fundamental sales skills and, ideally, best practice sales management. Familiarity with the use of personal computers and handheld devices would also be beneficial.
To take away from the course:
Delegates will be given various templates and checklists that will be useful in specifying and implementing ICT within their organisations, such as a RFP (Request for Proposal) template for specifying sales technology requirements as well as potential Vendor Appraisals and white papers.
They will also receive details of both on-line and off-line resources which will give further insight and keep them abreast of key developments in this fast moving arena.
Professional Standards
All of our sales courses are based on MSSSB National Occupational Standards ensuring that sales people at all levels of seniority gain practical skills that employers require to improve business performance.
Skills Gained
You will learn how to:
- Leverage ICT to improve focus, productivity and effectiveness
- Achieve the right balance between technology and non-technology investment
- Adopt best practice to increase the chances of successful implementation
- Scope and specify a value adding solution with emphasis on key deliverables
- Ask the right questions when choosing and evaluating alternative applications and providers
- Project manage the implementation to achieve on budget and on time delivery
- Gain buy-in to ensure the ICT is used properly and delivers anticipated benefits
- Avoid the common and well documented pitfalls underpinning most failures
- Create scorecards/dashboards containing key sales and process metrics
- Use analytics to glean insight as well as confirm/refute assumptions
- Integrate various ICT applications to achieve synergy e.g. CRM
- Utilise flexible reporting facilities to empower sales people in the field
- Build professionalism and relationships through value added use of ICT
Benefits for your organisation:
ICT has the power to improve focus, productivity, effectiveness and even morale, but only if thought out properly and implemented professionally. In order to avoid investing in ICT which has a negative impact on these key factors and ultimately on customer value, it is imperative to follow a logical sequence of 'common sense' steps which maximise the chance of success and minimise the risk of failure.
Benefits for you as an individual:
You will gain a solid understanding of the core applications and technologies available and, more importantly, an insight into how these can be leveraged to drive sales and margin through improved efficiency and effectiveness.
Through an appreciation of what investment in ICT can and cannot deliver, your expectations are likely to be much more realistic and achievable. This will put you in a strong position when specifying, selecting and implementing cost effective, sales-oriented ICT solutions.
Course Outline
- Interactive scene-setting based on delegates' businesses
- Definition of key terms including CRM, ICT, SFA, KAM
- Strategic and tactical sales initiatives - from relationships to reminders
- Overview of relevant Information & Communications Technology tools
- Overview of core functionality and capabilities
- Options available - buy, make, rent?
- Overview of key sales/sales management applications
- Overview of key linkages with other systems
- Sales Force Automation (SFA)
- Key Account Management - principles and ICT implications
- SFA, KAM & CRM: links and differences
- Sales management information systems and analytics
- Scorecards and dashboards - reporting options
- eBusiness integration (web, email, mobile...)
To take away from the course:
Delegates will be given various templates and checklists that will be useful in specifying and implementing ICT within their organisations. They will also receive details of both on-line and off-line resources which will give further insight and keep them abreast of key developments in this fast moving arena.
