Development of Sales and Marketing Skills
Schedule & Fees
Start Date:
04 Aug 2025
End Date:
08 Aug 2025
Venue:
Dubai
Fees:
4000€
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Development of Sales and Marketing Skills Course
Introduction:
The field of marketing provides the means to establish influential brands that hold a significant place in the minds of customers. When executed effectively, marketing can have a profound impact on the financial performance of a business, allowing for exponential growth even in challenging market conditions. However, if done poorly, marketing can result in significant financial waste and cause frustration among salespeople and executives.
The objective of this workshop is to equip you with a systematic approach to adopting, implementing, and executing proven marketing strategies that will enable you to build enduring and influential brands. The workshop will begin with an overview of the marketing process, presenting a range of tools, models, and theories. It will then transition to the practical application and execution of these tools and techniques, providing you with the necessary skills for developing a winning marketing strategy.
Course Objectives:
Participants attending this program will:
- Learn techniques for optimal interviewing and recruitment of high performers
- Learn how to build, manage & develop high performing sales teams
- Understand and practice dealing with, Personal Motivational Styles to drive optimal performance and staff retention
- Develop effective communications strategies for optimal performance
- Learn how to design & implement an effective Performance Management system that produces results
- Develop cost management strategies to ensure financial goals are met
- Gap Analysis – effective tools & approaches for managing competencies and performance on the job
- Fully understand the Marketing Model
- Understand and be able to manipulate, adjust and manage each aspect of the marketing mix
- Understand how to do a Strategic Market Audit
- Understanding Strategic Product Positioning
- Understand Market Segmentation
- Understanding Branding for Growth
- Understand Value Creation, delivery & Capture
- Learn how to manage Brands and Product Portfolios
- Understand and deploy a marketing tactical mix
Who Should Attend?
- Anyone who is responsible for the supervision, management, or coaching of salespeople, or those on the ‘Fast-track’ to management.
- Experienced Sales Managers who want to learn new and exciting techniques for driving results forward, even in teams that ‘have seen it all’.
- Individuals who have some experience at the supervisor/manager level and are ready to take more management responsibilities
- Individuals who are being groomed to make the transition from supervision to either a manager or leader of change
- Individuals who need a deeper understanding of what drives individual behavior and group dynamics
- Individuals who need to hone their coaching skills to produce results
- Sales Leaders who are looking to improve their managerial knowledge and skills, and have been called to lead a change initiative
Course Outlines:
Building & Managing Sales teams
- Attracting, Recruiting & Retaining the Best Sales Team
- Interviewing Skills
- Appraisal Skills
- Ensuring we have the correct job requirements in place
- Effective Succession Planning
- Effective coaching techniques for Managers
- Incentive Management
- Define the terms “Leader”, “Manager”, “Coach” and “Mentor”
Managing Internally
- Effective Cost Management
- Implementing Sales Force automation
- Managing Sales Channels
- Efficiency in Salesforce Control
- Effective Inter-Departmental Communication Strategies
- Enhancing Team Dialogue
Managing the Sales Team
- Motivation Strategies
- How to build a strong sales culture
- Implementing effective educational strategies
- Motivating techniques
- Thinking ‘out-of-the-box’
- The four stages of team development
- Managing different personality types
- Build capacity in your people
- Understand the forces that oppose personal change
- Situational Leadership
Performance Management
- Adopting correct Key Performance Indicators
- Using technology to get a competitive advantage
- Maximizing Salesforce Return on Investment
- Designing & adopting Competencies
- Competency Management
- Coaching underperformance
- The disciplinary process
- Problem Solving & Decision-Making
- How to implement Performance Improvement
Tools, next steps & Action Planning
- Gap Analysis
- Moving from Training to Performance Improvement
- The Performance Measuring tool (What, Why & How Report)
- Models of Management
- Your Management Style
- Create effective action plans
Definitions, Purposes, and Process
- Define, “What is marketing? What is it not?”
- Understand the Marketing Model
- Understand the issues raised by the Marketing Model
- Understanding ‘Good’ Marketing
- Understanding the Marketing Process
- Understand how to write a Marketing Plan
The Strategic Market Audit
- Market Research
- Types of Research
- Role in Decision-Making
- Doing your own Market Research
- Why you need Market Research