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Leveraging Technology to Drive Sales Performance

Embrace technology to increase sales performance and profitability

Course Ref: 0087  | CPD Hours: 14  | Price: £ 1295(exc. VAT)  | Member Price: £ 1165.50(exc. VAT)

2 day course. Residential course – price includes full board, tuition and materials.

We can also train a group, or customise a training course to your specific needs, please email us for further information.

The sales environment has changed dramatically over the past decade in tandem with the availability and adoption of information and communication technologies (ICT), which have become a strategic imperative.

However, there is a wide range of ICT options available and making the right choice can be a tough challenge. An appreciation of what is genuinely useful and what’s not, as well as how to deal with the implementation - whilst dovetailing new systems with existing technologies, applications and processes - is becoming increasingly important.

It also addresses the key stages involved in identifying requirements, drawing up specifications, sourcing and evaluating alternatives, agreeing and implementing ICT based solutions as well as post implementation reviews and future development. ICT has the power to improve focus, productivity, effectiveness and even morale, but only if thought out properly and implemented professionally. In order to avoid investing in ICT which has a negative impact on these key factors and ultimately on customer value, it is imperative to follow a logical sequence of ‘common sense’ steps which maximise the chance of success and minimise the risk of failure. Through an appreciation of what investment in ICT can and cannot deliver, your expectations are likely to be much more realistic and achievable. This will put you in a strong position when specifying, selecting and implementing cost effective, sales-oriented ICT solutions.

• Leverage ICT to improve focus, productivity and effectiveness
• Achieve the right balance between technology and non-technology investment
• Adopt best practice to increase the chances of successful implementation
• Scope and specify a value adding solution with emphasis on key deliverables
• Ask the right questions when choosing and evaluating alternative applications and providers
• Project manage the implementation to achieve on budget and on time delivery
• Gain buy-in to ensure the ICT is used properly and delivers anticipated benefits
• Avoid the common and well documented pitfalls underpinning most failures
• Create scorecards/dashboards containing key sales and process metrics
• Use analytics to glean insight as well as confirm/refute assumptions
• Integrate various ICT applications to achieve synergy e.g. CRM
• Utilise flexible reporting facilities to empower sales people in the field
• Build professionalism and relationships through value added use of ICT

• Interactive scene-setting based on delegates’ businesses
• Definition of key terms including CRM, ICT, SFA, KAM
• Strategic and tactical sales initiatives – from relationships to reminders
• Overview of relevant Information & Communications Technology tools
• Overview of core functionality and capabilities
• Options available – buy, make, rent?
• Overview of key sales/sales management applications
• Overview of key linkages with other systems
• Sales Force Automation (SFA)
• Key Account Management – principles and ICT implications
• SFA, KAM & CRM: links and differences
• Sales management information systems and analytics
• Scorecards and dashboards – reporting options
• eBusiness integration (web, email, mobile...)

Delegates will be given various templates and checklists that will be useful in specifying and implementing ICT within their organisations. They will also receive details of both on-line and off-line resources which will give further insight and keep them abreast of key developments in this fast moving arena. Participants should have a good understanding of fundamental sales skills and, ideally, best practice sales management. Familiarity with the use of personal computers and handheld devices would also be beneficial.

Manager/Senior

All of our marketing training is based on the CIM's Professional Marketing Standards framework, ensuring that marketers at all levels of seniority gain the practical skills that employers require to improve business performance. Please take your time to review our standards framework, if you have not already done so.

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