Problem Solving Skills For Sales Managers

Learn Practical Techniques/Tips to Solve Problems Unique to Sales | Various Root Cause Analysis Methods | 4 Assignments

What you’ll learn
Practical methods/techniques of solving Sales Problems for Sales Managers across B2B and B2C
To perform: Root Cause Analysis for Sales Problems
Various Analysis Techniques such as: Trend Analysis with Pattern Detection & Moving Average | Segmentation Analysis
Win-Loss Analysis – Quantitative and Qualitative
5 Step Observation Technique
Known Best Performer Analysis
Cause Brainstorming & 5 Why Analysis

Requirements
None Open to Any Sales Manager

Description
Not all great sales person become great sales managers!To be a successful sales manager, you will need excellent people and process management skills!Sales manager faces such as ‘Not able to achieve target’, ‘poor conversion ratios’, ‘partner engagement’, ‘longer time to close’, ‘no repeat business’, ‘ employee retention’ etc. are all quite unique challenges.Without the versatile use of systematic problem solving techniques, addressing these problems with certainty isn’t possible.Traditional problem solving tools, as applied in manufacturing or transaction processing set-ups, aren’t very useful in Sales. They need to be customized to sales environment.At the End of this Course: You will be able to pick up Live Sales Problems you are facing and confidently solve them You would have solved 4 assignments included in the course and thus learn from it What will you learn:Practical methods/techniques of solving Sales Problems for Sales Managers across B2B and B2CStructured approach for identifying the root causes for Sales ProblemsVarious Analysis Covered:Selecting worthy Sales Problems to solveTrend Analysis with Pattern Detection & Moving AverageSegmentation Analysis5 Step Observation & ProbingWin-Loss AnalysisGood Bad AnalysisKnown Best Performer Analysis5 Why AnalysisBest suited for Sales Managers:Handling sales teams of direct sales personnel or channel partner staffFrom B2B or B2C Involved in selling Products, Services and SolutionsVirtually all sectors – IT, Technology Products/Solutions, Financial Services, Automobiles, Industrial Machinery, FMCG, Consumer Durables, reality, etc

Overview
Section 1: Problem Solving for Sales Managers

Lecture 1 Welcome and Introduction to the Course

Lecture 2 Selecting Worthy Problems in Sales

Lecture 3 Sales Problem Definition & Business Impact

Lecture 4 Sales Problem Definition Examples

Lecture 5 Spotting Patterns thro’ Trend Analysis

Lecture 6 Segmentation Analysis

Lecture 7 Standards Check for Sales Process

Lecture 8 Cause Brainstroming

Lecture 9 Prioritizing Cause before Validation

Lecture 10 Framing Hypotheses & its Validation

Lecture 11 Power of observation

Lecture 12 5 Step Observation Practice Video

Lecture 13 Validation through Experiments

Lecture 14 Data Analysis to Identify Root Causes

Lecture 15 Conducting Qualitative Win-Loss Analysis

Lecture 16 Example of Lost Sale Conversation followed by Assignment

Lecture 17 Probing Tips for Analysis

Lecture 18 Known Best Perfomer Analysis

Lecture 19 5 Why Analysis

Lecture 20 Prioritizing Causes using Control & Impact

Lecture 21 Implementation & Next Steps

All Sales Managers handling sales teams of direct sales personnel or channel partner staff,Sales Managers from B2B or B2C,Sales Managers involved in selling Products, Services and Solutions,Virtually all sectors – IT, Technology Products/Solutions, Financial Services, Automobiles, Industrial Machinery, FMCG, Consumer Durables, reality, etc