Managing Sales Team For Effective Result

March 26-27, 2020

OVERVIEW

Businesses need sales to stay alive in the same way that humans need water. Without sales, your business will die.  Running a sales team is hard work. Managing a sales team is no easy task. You have the potential to either make or break your sales reps. Effective sales managers recruit top sales leaders, provide them with the tools they need to bring in sales and watch the numbers grow, they are the backbone of your business. But it isn’t always as simple as that. This course equips you with disciplined approach and strategies to help you manage the best sales team. The program will cover everything from basic fundamentals to the latest trends, and you will develop your own strategic plan to take back to your organization.

KEY LEARNING OBJECTIVES

The objectives of this program cannot be over emphasized; participants will learn how to

  • Design a “customer-focused” sales presentation
  • Apply best practices for conducting individual and team performance reviews
  • Implement a strategy to optimize key accounts and market penetration   
  • Develop the skills to better motivate and lead sales team members
  • Conduct productive sales training and administrative meetings

Benefits to the organisation include:

  • Streamlined process for recruiting, interviewing and training salespeople
  • Enhanced professionalism image in the marketplace
  • Increased revenue growth through higher sales effectiveness
  • Higher level of team morale and reduced employee turnover
  • Improved customer satisfaction and retention
  • Expanded market penetration through greater sales territory management

Benefits to the Participants – You will:

  • Be able to use listening and questioning skills to improve communication effectiveness
  • Have the persuasion skills to negotiate win-win outcomes
  • Know how to train, coach and mentor salespeople to increase sales   
  • Understand the strengths and weaknesses of their leadership style
  • Have the tools to recruit and retain successful salespeople
  • Be able to use recognition and reward programmes to build teamwork

TRAINING LEARNING CONTENT

 

Leadership and Communication Skills Development

  • 7 Leadership Traits of Highly-successful Sales Managers
  • Identifying and Overcoming Communication Barriers in the Workplace
  • Enhanced Listening and Questioning skills to Improve Communication
  • Techniques for Providing Constructive Feedback
  • Interpreting Key Body Language Gestures   
  • Assessing Your Leadership Style’s Strengths and Weaknesses

Improving Sales Team Effectiveness

  • Understanding Consumer Behavior: 5 Reasons Customers Don’t Buy
  • Dr. Cialdini’s Principles of Persuasion
  • Designing a Powerful “customer-focused” Sales Presentation
  • Techniques for Maintaining Your Customer’s Interest and Involvement
  • Step-by-Step Process for Effectively Handling Customer Objections
  • Territory and Key Account Management to Maximize Market Penetration
  • New Business Development Planning

Principles for Recruiting and Retaining a High-Caliber Sales Team  

  • Characteristics of Successful Salespeople
  • Recruiting Top-producing Sales Professionals
  • The Importance of Pre-interview Preparation and Planning
  • Best Practices for the Interviewing and Hiring Process
  • Is your sales team ready for takeoff? 
  • Applying Team Building Principles

Best Practices to Reward and Motivate Your Sales Team       

  • The Impact of a Positive Mental Attitude
  • Factors that Motivate and Demotivate People
  • Sales Contest Ideas to Increase Sales and Promote Teamwork
  • How to Turnaround Under-performing Salespeople
  • Keys in Conducting Effective Sales Meetings   
  • Designing Award and Recognition Programmes  

Essential Coaching and Mentoring Skills  

  • Goals Setting Principles for Continuous Improvement
  • Handling the Negative Impact of Rejection and Setbacks
  • Mentoring and Coaching Salespeople to Achieve Peak-performance 
  • Change Management Best Practices
  • How to Manage Your Time to Increase Daily Productivity
  • What is your Action Plan?

DELIVERY MODE:

Our approach is a unique blend of lectures reinforced through the application of discussions, videos and real case reviews. Participating organisation will be assessed independently.

TARGET AUDIENCE IDENTIFIED

This training course is suitable to a wide range of professionals but will greatly benefit:

  • Sales and Marketing Managers
  • Sales and Marketing Directors
  • Sales Trainers
  • Salespeople Transitioning into Sales Management

INVESTMENT IN KNOWLEDGE                                                          

N75, 000.00, this fee covers expert tuition, training kits, souvenirs and feeding (tea break, lunch (buffet) throughout the duration of the Programme

OTHER DETAILS

Venue:             2nd Floor

Lagos Chambers of Commerce & Industry Building (LCCI)

Bola Tinubu Way, Beside Marwa/MKO Garden

Alausa Ikeja,

Lagos,

Date:               March 26-27, 2020

Time:               9a.m. Daily

HOW TO REGISTER

E-mail: training@spcpatternsconsulting.com

Call:  +234 805 444 8597 +234 902 500 0134 +234 809 631 1690  

Pay in favour of SPC PATTERNS CONSULTING into the following banks
GTBANK – 0003651617
FCMB – 2733813011

Print & Send Brochure form with a draft in favour of SPC PATTERNS CONSULTING

FURTHER INFORMATION

  • Certificate of participation exclusive to all participants
  • Subscription to this program is currently open and will stay open until one week before the course.
REGISTER
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Business Process Management & Modelling

March 11-13, 2020

OVERVIEW

Business processes are critical to the achievement of organizational goals and creation of customer value. Business Process Management (BPM) it’s a leading best practice approach to the systematic improvement in processes for transforming the organization in pursuit of operational and service delivery excellence. This course focuses on how to optimize business processes to achieve organisational success. It examines the use of IT to reconfigure the business and it tackles the common issues in process improvement programmes

KEY LEARNING OUTCOMES

The benefits of attending this program cannot be over emphasized; participants will be able to:

– understand and identify core organizational business processes

– visually model and document business processes whilst applying best practices

– analyse existing processes and recognize when to “red flag” them for automation

– understand the benefits of the range of tools and techniques available to assist

organizational transformation, and know when and how to apply them

PREREQUISITE:

No prerequisite

TRAINING LEARNING CONTENT

  • Process Modeling, Analysis and Design for administrators
    • Business Information Semantics & Rules
    • Establishing Business Process Governance & Centers of Excellence
    • The Business Process Perspective on Business Architecture
    • Process Modeling With BPM
    • Methodologies and Approaches for BPM
    • Business Decision Maturity Model (BDMM)
    • Using BPM Discipline with Six Sigma & Lean Methodologies
    • Customer Experience Modeling and Design
    • Using Simulations to Increase Process Efficiency
    • Advanced Process Management Principles – Key to Sustainability
    • Process Measurement and Metrics
    • Building a organisational structure
    • Business Architecture / IT Architecture Alignment
    • Practice-Based Business Architecture: Extending & Deploying a Complete Business

Architecture

DELIVERY MODE:

Our training methodology is a unique blend of lectures reinforced through the application of discussions, videos and real case reviews. That way delegates and their respective organizations will be able to obtain the maximum benefit from this program. Participants will also be assessed individually.

TARGET AUDIENCE IDENTIFIED

This course is suitable for novice and experienced participants.

  • Directors
  • Senior managers,
  • Business managers,
  • Consultants,
  • Business Process Managers
  • Business partners’ from support departments such as HR, ICT, finance and administration.

INVESTMENT IN KNOWLEDGE

N150, 000.00, this fee covers expert tuition, training kits and brochure, souvenirs and certificate of completion, and feeding (tea break, lunch (buffet) throughout the duration of the Programme

OTHER DETAILS

Venue:             2nd Floor

Lagos Chambers of Commerce & Industry Building (LCCI)

Bola Tinubu Way, Beside Marwa/MKO Garden

Alausa Ikeja,

Lagos,

Date:               March 11, 2020

Time:               9a.m. Daily

HOW TO REGISTER

E-mail: training@spcpatternsconsulting.com

Call:  +234 805 444 8597 +234 902 500 0134 +234 809 631 1690  

Pay in favour of SPC PATTERNS CONSULTING into the following banks
GTBANK – 0003651617
FCMB – 2733813011

Print & Send Brochure form with a draft in favour of SPC PATTERNS CONSULTING

FURTHER INFORMATION

  • Certificate of participation exclusive to all participants
  • Subscription to this program is currently open and will stay open until one week before the course.
REGISTER
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Successful Setting And Achieving Business Objectives

MARCH 4-6, 2020

OVERVIEW

Setting goals without specific plans to reach them is like taking an address with you on a trip without looking up the directions to get there. Goals and objectives are important to help take small and big businesses to the next level, but each department’s strategy should be supported by specific tactics. Creating to-do lists and project plans will help you meet the goals you set for your company. This course challenges organizations to look and rise beyond wishful thinking as regards business objectives and paying lip service to practical capacity building initiatives.

KEY LEARNING BENEFITS:

The benefits of attending this program cannot be over emphasized; participants will be able to:

  • understand simple frameworks for planning, including allocating and managing priorities, scheduling work, working proactively and reactively and project planning
  • develop basic planning project tools to plan work strategy
  • categorize how to establish and maintain task deadlines
  • develop skills necessary to set goals in a strategic and organizational context
  • understand the importance of setting SMART objectives to overall business success
  • evaluate the different approaches to writing SMART objectives
  • practise setting quality SMART Objectives
  • analyse personal strengths and areas for development when writing SMART objectives and produce and action plan

TRAINING LEARNING CONTENT:

  • Introduction and Course Objectives
  • Purpose of Setting Objectives
  • The importance of Prioritising and Planning time to achieve Objectives
  • SMART Objective Setting
  • Successfully Setting SMART Objectives
  • SMART Objective Setting Practical
  • Cascading the Corporate Plan to divisional plans and make sure the KPIs are SMART
  • Setting and Reviewing SMART Objectives with your Team
  • Analysis of SMART Objectives set previously
  • Summary & Action Plans

DELIVERY MODE:

Our approach is a unique blend of lectures reinforced through the application of discussions, videos and real case reviews. Participants and organization will be assessed independently.

TARGET AUDIENCE IDENTIFIED

This course is suitable for novice and experienced participants. If you are directly involved in

  • Customer Service,
  • Business Development,
  • Sales,
  • Accounts,
  • Marketing
  • Public Relations.
  • Others

INVESTMENT IN KNOWLEDGE                                                          

N120 000.00, this fee covers expert tuition, training kits, souvenirs and feeding (tea break, lunch (buffet) throughout the duration of the Programme

OTHER DETAILS

Venue:             2nd Floor

Lagos Chambers of Commerce & Industry Building (LCCI)

Bola Tinubu Way, Beside Marwa/MKO Garden

Alausa Ikeja,

Lagos,

Date:               March 4-6, 2020

Time:               9a.m. Daily

HOW TO REGISTER

E-mail: training@spcpatternsconsulting.com

Call:  +234 805 444 8597 +234 902 500 0134 +234 809 631 1690  

Pay in favour of SPC PATTERNS CONSULTING into the following banks
GTBANK – 0003651617
FCMB – 2733813011

Print & Send Brochure form with a draft in favour of SPC PATTERNS CONSULTING

FURTHER INFORMATION

  • Certificate of participation exclusive to all participants
  • Subscription to this program is currently open and will stay open until one week before the course.
REGISTER
Read More

Developing & Implementing A Marketing Plan

February 19-21, 2020

OVERVIEW

A marketing plan is a comprehensive blueprint which outlines an organization’s overall marketing efforts. Developing a good marketing plan will help you identify and quantify costs, set price goals, determine potential price outlook, examine production and price risk, and develop a strategy for marketing your products and services offered to your customers. This comprehensive 2-day program will review the elements of marketing, including One-to-One, B2B, B2C, B2G, CRM, Research and Analysis tools, Distribution Channels and Pricing. You will learn how each element fits into the overall plan of a business and how to develop and execute your own plans.

KEY LEARNING OUTCOMES

The outcome of this program cannot be over emphasized; participants will learn to develop high-impact marketing plans by:

  • assessing customer needs
  • analysing market demand
  • evaluating competition
  • developing product strategies
  • establishing pricing
  • assessing channel structure
  • developing marketing promotion programs and budgets

PREREQUISITE:

No prerequisite

TRAINING LEARNING CONTENT

Marketing Fundamentals

· Customer needs assessment

· Relationship marketing

· Marketing plan overview

—Market Research, Industry and Competitive Analysis

· How to collect information about customer needs

· How to estimate the market size

· Analyzing the competitors’ strengths and weaknesses

—Product and Service Decisions, Pricing Strategies

· What are you offering?

· What do your customers need?

· What do your customers value?

· How to price your product or service

—Promotion Strategies, Channel Decisions

· How do your customers get the product or service?

· How does the customer know about what you offer?

· What types of communication programs are required to achieve your objectives?

—E-Marketing Strategies, CRM Overview, Budget Considerations

· How to leverage the Internet into your marketing efforts

· How to forecast your customer’s needs

· What does the budget look like?

· What are the different cost items you have to work with?

—Marketing Plan Implementation

· Marketing plan project

· Presentations

· Implementation considerations

DELIVERY MODE:

Instructors use cutting-edge teaching methods to ensure relevance, active learning, and rapid skill development. Our training methodology is a unique blend of lectures reinforced through the application of discussions, videos and real case reviews. That way delegates and their respective organizations will be able to obtain the maximum benefit from this program. Participants will also be assessed individually.

TARGET AUDIENCE IDENTIFIED

This course is suitable for novice and experienced participants.

  • Professionals who provide input into the development of their organization’s marketing plans.
  • Strategic planners interested in developing a more integrated, holistic marketing plan
  • Entrepreneurs and individuals interested in learning and understanding new marketing solutions, and how to effectively execute cutting-edge ideas and plans
  • All Market Facing Officers who implement and execute the strategic initiatives of their organization’s marketing plan

INVESTMENT IN KNOWLEDGE

N105, 000.00, this fee covers expert tuition, training kits and brochure, souvenirs and certificate of completion, and feeding (tea break, lunch (buffet) throughout the duration of the Programme

OTHER DETAILS

Venue:             2nd Floor

Lagos Chambers of Commerce & Industry Building (LCCI)

Bola Tinubu Way, Beside Marwa/MKO Garden

Alausa Ikeja,

Lagos,

Date:               February 19-21, 2020

Time:               9a.m. Daily

HOW TO REGISTER

E-mail: training@spcpatternsconsulting.comCall:  +234 805 444 8597 +234 902 500 0134 +234 809 631 1690

Pay in favour of SPC PATTERNS CONSULTING into the following banks
GTBANK – 0003651617
FCMB – 2733813011

Print & Send Brochure form with a draft in favour of SPC PATTERNS CONSULTING

FURTHER INFORMATION

  • Certificate of participation exclusive to all participants
  • Subscription to this program is currently open and will stay open until one week before the course.
REGISTER
Read More

Management Development Programme For First-Line Managers

OVERVIEW

Smart organization realizes the value first-line employees bring, therefore they invest in this toolkit to see the quick ROI that it makes available. First-line managers play an important role in a company’s success as they are significantly involved in the day-to-day operations, guiding the employees through certain courses of action to help them accomplish the organizational goals. Many first line managers feel they are under pressure from all sides – pressure from their own team members, more senior managers and from customers.   Moreover, many first-line managers are not trained; they are making do with whatever natural talent they have.  This course will equip your first-line managers with the arts of leadership, management, planning, people skills and decision making, proper communication aligned to your organization’s strategy. This three-day program is geared to train the basics of leadership and management to individuals in these critical positions, supplying them with the tools they need to make optimal decisions that are aligned to your organization’s strategy and lead their teams in execution. 

 KEY LEARNING OBJECTIVES

The objectives of this program cannot be over emphasized; participants will be to

  • gain a range of key management skills and put them into practice in their own role.
  • take control of their l & d and understand how they can contribute to the progress of their team members.
  • build leadership capabilities through motivation, engagement of teams and manage relationships with confidence.
  • develop leadership and management skills using their own knowledge, and values.
  • build up a network of support to see the bigger picture.

 Benefits to the organisation include:

  • build effective and confident first-line managers.
  • Increase better relationships and communication through the team heads with understanding of the role of the manager in bringing into line organizational purpose and objectives.
  • impact through demonstrable skills expansion – knowledge transfer
  • improve problem solving and decision-making skills through the application of a range of tools and techniques through the first line managers
  • inspire knowledge preservation and succession planning

TRAINING LEARNING CONTENT

·         High Performance Mind-Set 1 & 2

 

  • Understanding the Communications Matrix and Effective Feedbacks
  • Problem Solving & Decision Making  Techniques
  • Expanding Your Horizons – System Thinking
  • The Design of Effective Organization – Structures, Systems and Process
  • Building Interpersonal Skills, Mentoring & Coaching
  • Manage your Work, Family-Life Balance
  • Power Structure And Seeing Through Organisational Dynamics
  • Managing People and Understanding Complex Emotional Intelligence
  • Team Building for Effective Performance
  • The Balanced Scorecard System for Managing Performance

DELIVERY MODE:

Our approach is a unique blend of lectures reinforced through the application of discussions, videos and real case reviews. Participants and organization will be assessed independently.

TARGET AUDIENCE IDENTIFIED

This training course is designed for old and new to first line management and team leaders, or those without previous training in managing people at work.

  1. First-line managers,
  2. Non-managers
  3. Supervisors.
  4. All member of staff who needs to get the best from themselves and other people;

INVESTMENT IN KNOWLEDGE                                                          

N150 000.00, this fee covers expert tuition, training kits, souvenirs and feeding (tea break, lunch (buffet) throughout the duration of the Programme

OTHER DETAILS

Venue:             2nd Floor

Lagos Chambers of Commerce & Industry Building (LCCI)

Bola Tinubu Way, Beside Marwa/MKO Garden

Alausa Ikeja,

Lagos,

Date:               February 12-14, 2020

Time:               9a.m. Daily

HOW TO REGISTER

E-mail: training@spcpatternsconsulting.comCall:  +234 805 444 8597 +234 902 500 0134 +234 809 631 1690

Pay in favour of SPC PATTERNS CONSULTING into the following banks
GTBANK – 0003651617
FCMB – 2733813011

Print & Send Brochure form with a draft in favour of SPC PATTERNS CONSULTING

FURTHER INFORMATION

  • Certificate of participation exclusive to all participants
  • Subscription to this program is currently open and will stay open until one week before the course.
REGISTER
Read More

TEAM BONDING PACKAGES

PREMIUM  PACKAGE

  • In-town service where clients will be lodge in a 5 star hotel for two (2) nights.
  • Venue to be decided by SPC
  • Accommodation & three course meal (x3) , tea break
  • Visuals and audio equipment.
  • Branded training kits.
  • Expert tuition.
  • Materials for team building
  • Provision of certificates & award.

Condition of service – minimum of 10 delegates

 

STANDARD PACKAGE

  • Two (2) days general outing.
  • Venue to be decided by SPC
  • Three course meal (x3) , tea break
  • Visuals and audio equipment.
  • Branded training kits.
  • Expert tuition.
  • Materials for team building
  • Provision of certificates & award

Condition of service – minimum of 15 delegates

 

BASIC PACKAGE

  • Two (2) days general outing.
  • Venue to be decided by SPC
  • Three course meal (x3) , tea break
  • Visuals and audio equipment.
  • Branded training kits.
  • Expert tuition.
  • Materials for team building
  • Provision of certificates & award

Condition of service –20 delegates & above.

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