Описание
Business Training Audience
Business Owners
Board of Directors
Senior Executives
Sales Directors
Sales Department Heads
Commercial Directors
Sales Managers, Account Managers
Marketing Director
Heads of Internal Control, Internal Audit, Risk Management, Security, and HR
Business training on sales, increasing sales efficiency, conversion, and profits will help solve practical problems:
Improve sales system effectiveness by analyzing current processes, optimizing the sales funnel, improving skills, and building a management system
Learn to analyze and improve the sales funnel
Learn active and strategic sales techniques
Learn team management tools and a motivation system
Learn automation and analytics tools
Master tools for creating a sales optimization plan
Key Topics of the Business Training:
Modern Trends and a Systemic View of Sales
Goal: Develop an understanding that sales — it’s a controlled system, not a random outcome.
Topics:
Sales in the 2020s: How Customer Behavior Has Changed
Sales Funnel: Structure, Bottlenecks, Metrics
Systems Approach: Strategy, Processes, People, Tools
How Marketing, Sales, and Customer Service Are Connected
Digitalization and CRM as the Foundation for Process Transparency
Interactive: Express Audit of Your Current Sales Funnel
Sales Funnel Diagnostics and Optimization
Goal: Learn to find and eliminate «leaks» and losses in efficiency.
Topics:
How to build a sales funnel in B2B and B2C
Metrics: conversion, deal cycle, average order value, LTV
Analysis of customer loss causes
Optimization priorities: where efforts yield maximum results
Automation and CRM analytics as a growth tool
Practical training: calculating conversion rates by stages, identifying bottlenecks and growth points
Customer management and conversion rate improvement
Goal: improve skills in guiding clients through the sales funnel and closing deals.
Topics:
Active sales techniques: SPIN, Challenger, Solution Selling
Understanding client needs and identifying true motivations
Personalizing communication: how to speak the client’s language
Handling objections and price reductions
How to increase the average order value and upsell
Practical training: role-playing on client interactions and value propositions
Effective communication and negotiations
Goal: develop skills in influence, persuasion, and closing deals.
Topics:
Sales Psychology: How Trust Is Build
Active Listening and Questioning Techniques
Win-Win Negotiation Model
How to Close Deals Without Pressure
Dealing with Difficult Clients and Conflict Situations
Interactive: Business Game «Negotiations with a Key Client»
Sales Team Management and Incentive System
Goal: Learn to manage people and the process, not just the results.
Topics:
KPIs and Reporting System
Team Motivation and Engagement
The Role of a Sales Manager: Coaching and Monitoring
Feedback, Meetings, One-on-One Meetings
Implementing a Culture of Continuous Improvement
Practical: Creating a Weekly Report Template and Incentive System
Automation and Digital Sales Tools
Goal: Optimize the process through technology and analytics.
Topics:
CRM systems and their capabilities
Using AI tools and chatbots in sales
Communication automation and analytics
Reporting and data visualization
Case studies of companies that increased sales through digitalization
Practical training: analyzing the tools applicable to your company
Developing a sales optimization plan
Goal: translating knowledge into concrete steps.
Format: Team project work.
Analysis of the current situation
Goals and KPIs
Optimization measures
Implementation plan and monitoring
Summary: Project presentation and discussion of implementation steps
Training duration: 2 days
