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In this Sales Management Training Course, participants learn how to manage for sales results.

Learn how to select leading indicators of sales plan success and how to check and track these KPIs.

Build the sales and marketing command center to monitor and control activities and results.

Sales Management Workshop Day 1

Module 1 – Sales and Marketing Key Performance Indicators (KPI) and Metrics

This module will introduce participants to goal setting and managing results with Key Performance Indicators (KPIs) and metrics. 

Participants will learn how to link these metrics to sales and marketing activities.

Topics

• Sales Goal Setting
• Sales Objectives and Key Results
• Key Result Areas and Proposed Initiatives
• Sales Key Performance Indicators (KPI) and Metrics
• Sales Activities to Achieve KPIs
• Visual Dashboards to track KPIs

• Key Performance Indicators and Metrics · Lecture
• Marketing performance data collection and actionable data visualization · Workshop
• Presenting the sales and marketing visual dashboard · Group Activity
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Module 2 – The Go To Market (GTM) Implementation Plan

This module will guide participants on how to sequence activities, resources and costs for Go To Market (GTM) readiness in the sales territories.  

This will focus on sales and promotions materials,  timelines, resources, performance checklists and reporting progress towards the GTM kickoff dates.

Topics

• GTM Activities and Planning
• Plan of Action (POA) and Sales Campaign Launch
• Sales Collateral Readiness
• Sales Training Readiness
• Sales Funnel and Pipeline Expectations
• BMS and Reporting Expectation on Sales Reps
• Call Observation and Checklists
• Sales Coaching Plan

• The GTM campaign planning process · Lecture
• Listing the activities and campaign creation plan and costs · Workshop
• Presenting the GTM readiness activities · Group Activity

Sales Management Workshop Day 2

Module 3 – Identifying Sales and Marketing Risks and Opportunities

This module will introduce participants to goal setting and managing results with Key Performance Indicators (KPIs) and metrics. 

Participants will learn how to link these metrics to sales and marketing activities.

Topics

• Opportunities and Risks to the Sales KPIs
• Seeing Emergent Risks in Sales Activities and Sales Pipelines
• People and Skills Issue Identification
• Competitors and Competitive Risks
• Reporting and Feedback Issues
• Risk Identification Frameworks
• The Johari Window For Sales
• Root Cause Analysis
• SWOT Analysis

• Sales and marketing risk and opportunities identification · Lecture
• Learning how to qualify risks and opportunities · Workshop
• Presenting the sales risks and opportunity register · Group Activity

Module 4 – Mitigating Sales and Marketing Risks and Contingency Measures

This module will introduce participants to managing the sales performance risks.  Participants will learn how to create action plans to mitigate risks and contingency plans to take to recover from the risk and stay on plan.

Topics

• Risk Responses
• Mitigation Actions
• Contingency Actions
• People Management
• Command Center Dashboards
• Monitoring Performance
• Sales KPI and Metrics
• Recovery Plan

• The sales and marketing command center structure · Lecture
• Getting started with structuring the sales and marketing command center · Workshop
• Presenting the sales and marketing command center plan · Group Activity

Kognifi is an HRD Corp (HRDF) Training Provider

Kognifi is an approved training provider (TP) by HRD Corp. We are listed in the HRD Corp portal. You can search for Kognifi on this HRD Corp link. Kognifi is a marketing and consulting company for digital marketing services and corporate trainings in Malaysia.  Kognifi provides HRD Corp claimable training in Malaysia.  Kognifi has a list of in-house business management, sales and marketing trainings in Malaysia.