Sales management for IT resellers – the seven keys to success

Next course TBC - To register your interest on this course please email mark.burton@incisivemedia.com

Who is it for?

This is a workshop for business owners or sales directors who have overall ownership of the sales and marketing functions within their business. In small resellers, this might be the owner/managing director, but it could also be the sales director/manager.

Typical job roles for individuals attending this workshop are:

• Managing director
• Sales director
• Sales manager
• Owner / general manager

What is it about?

The challenges of growing a successful IT business are real enough but in the current economic climate business owners need to focus even more on being better at winning business, finding new clients, keeping existing clients and finding new ways to get more sales. This workshop takes a very practical look at what resellers should be doing to achieve sales success. This is not training session for sales people (see Sales fundamentals if that is what you need). It is a management-focused workshop designed to help you get the most out of your organisation’s sales function.

What will I get out of it?

This one-day workshop shows business owners the importance of implementing and maintaining a sales and marketing focus on seven key areas to achieve sales success. All of the examples, tools and templates are related to resellers, so you can be sure that you can quickly apply the things that you learn in the workshop.

Programme

This one-day workshop will cover the following:

• Managing the sales process
  The opening session will explore the different basic functions of sales and how they are best achieved within an IT reseller context. It will show you the value of planning, implementing and managing sales as a process within your business.
• Target market and lead generation
  You will learn how to build accurate lists of the clients within your target market and how to use a mix of marketing and lead generation techniques to maximise high-quality leads at minimum marketing spend.
• Sales conversion rate
  It is one thing having new leads but how many leads do you actually convert into real sales? This session will show you why sales conversion is more important than lead generation.
• Transaction value
  This session will show you how to put procedures, tools and techniques in place that will maximise the amount of revenue you can generate from each and every sale.
• Number of transactions
  This session will show you how to get your customers to buy more and to buy more often. It will show you that customers have a range of needs but they’re probably only using you for some of them and placing business elsewhere instead of with you.
• Referral marketing
  This session will show you how to get your current customers to be part of your sales force. It will show you several simple techniques that can be used to expand your sales opportunity with a given customer.
• Customer loyalty
  How much do you know about your current customers - your best customers? Do you know why your customers buy from you? This session shows you in detail why knowing your customer adds more value to your business than you think.
• Managing your way to sales success
  This final session puts it all together and shows you how to apply these techniques together to achieve real and consistent sales growth. It also shows you how to make these activities an integral part of your daily activity, so that the business of sales growth is not left to chance. Finally, the workshop introduces the basics of Sales Recruitment and Sales Management.

Included: Tea/coffee, refreshments, lunch, workshop folder, action plan