TRANSFORMATIONAL LEADERSHIP
We hold the view that ‘we manage things but lead people’ and it is against this view that what successful leaders do and how they do it, will unfold during this course.  In short, the course will inspire leaders to step out of their shadow, as well as equip them with the ability to un-lock their own talent so that they can apply indispensable leadership functions that encourage high performance from their team members.

LEADING A DYNAMIC
SALES TEAM
Whilst sales acumen plays a big part in achieving targets, it comes a poor second to the main role of the sales manager – and that is to get the best out the sales team. The course emphasizes the manager’s role which needs to be underpinned by expert organizing and planning skills, the ability to create a winning culture, and the capacity to inspire others to become top performers.

CONSULTATIVE SELLING SKILLS
No matter what may come instinctively
to sales people, being super positive
and incentive-driven rarely makes up
for poor technique. Whilst these will certainly influence the sales person’s achievements, sales success today requires a thorough understanding of the customer's position, and the ability to communicate tangible value propositions. The course highlights the skills and processes related to analyzing needs
and subsequent opportunities, and then presenting solutions that result in win-win outcomes.

STRATEGIC SELLING TO
KEY ACCOUNTS
Key accounts represent the best route to achieving long-term business ambitions, and for this to happen organizations need to find the best route to competitive supremacy. This is a practical course that helps to take the guesswork out of selling and that helps to uncover concrete sales opportunities. It highlights the planning, relationship and negotiating techniques that will lead the sales person to being more effective in anchoring key customers that will contribute to the bottom line.

SELLING FOR PROFIT
More and more Sales Managers today want their salespeople to make profitable sales rather than to simply chase turnover, and more and more customers want to deal with salespeople who demonstrate business savvy. This course deals with the fundamental business operating variables that will help the salesperson to understand the ‘financial conversation’, and to demonstrate a working knowledge of the vital significance of gross margin for both their organization and their customer’s organization. 

TEAM EFFECTIVENESS AND ORGANIZATION ALIGNMENT
The necessity for teamwork exists in just about every organization for the simple reason that amazing things happen when people work together and who are united in their efforts to reach a common goal.  During this training workshop we address key dynamics that motivate employees and team members to develop a deeper personal accountability and commitment to meet both internal and external customer expectations.