Commercial Team Training

Today, competition is intense across all market segments, and challenges are constantly changing. That’s why sales management is key to identifying market needs and human relationships remain irreplaceable by technology.

 

The value of a professional relationship lies in knowledge, empathy, and the ability to understand clients’ needs and challenges.

 

PROGRAMS: 

• TIME MANAGEMENT AND GEOGRAPHICAL COVERAGE: Visit planning must be 100% aligned with the client’s potential and company strategy. Often, proximity or personal affinity takes precedence over client size or potential which limits results.

• VISIT PLANNING: Proper planning significantly boosts time efficiency and demonstrates professionalism. Clients value visits when they see real purpose in them.

• VALUE-ADDED SELLING: Identifying customer needs and adopting a consultative selling approach is essential to maximize proposal value and strengthen positioning.
• OPPORTUNITY MANAGEMENT: Correctly assessing and managing opportunities, by both sales leaders and sales reps ensures efficient resource use.
• KEY (CORPORATE) ACCOUNT MANAGEMENT: Managing small clients differs greatly from handling complex corporate accounts with multiple decision-makers. There are dedicated methods and strategies for maximizing impact.
• PRICING PLANNING AND STRUCTURING: Aimed at commercial managers responsible for pricing, this program addresses price strategy. Many companies define prices based on cost, but price is what the customer is willing to pay.

 

These are just a few examples. The program is 100% tailored to your company’s needs. Contact me to schedule a visit and receive a customized proposal.