Name: Developing a Successful Sales Culture
Start: 2021-08-08
End: 2021-08-12
Location: Dubai

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Course Methodology

This course uses self-evaluation questionnaires aimed at helping participants discover their appetite for sales, and how they can be contributors to the creation of a successful sales culture. The course also features the use of several case studies, practical team exercises, practical individual exercises, and roundtable discussions.

Course Objectives

By the end of the course, participants will be able to:

Explain the science and art of a successful sales culture
Shift to a sales attitude at work and build a productive workplace atmosphere
Increase work productivity and motivation on the job by adopting vital sales skills
Capitalize on the benefits of a successful sales culture
Reduce typical pressures associated with the sales culture and develop a healthy work life balance

Target Audience

Sales, service and support staff at all levels who want to understand how a successful sales culture can increase work productivity, job satisfaction, and motivation. Also, all individuals who are keen on improving their relationships with internal and external customers at both the personal and work level.

Target Competencies

Work productivity
Employee motivation
Sales attitude
Self confidence
Self esteem
Building stronger and healthier work relations
Managing pressure
Healthy competition
Appreciation and feedback
Sales coaching
Sharing success
Learning from failures

Understanding the high performing sales culture
- Definition of a sales culture
- Factors supporting successful sales cultures
- Activity – A workplace assessment
- Setting the right direction
  - What do we really want?
  - Evaluating the mindset
  - Dos and don’ts of sales behaviors
  - Working through the positives
  - Working through the negatives
- Secrets of a successful sales culture
  - What can we learn from high performing sales cultures?
  - Revisiting sales foundations and social selling
- Self-reflection: What is currently working and what is not?
- A case study in great sales cultures
Shifting to a can-do sales attitude at work
- The importance of personal congruence
  - Activity – A personal assessment
  - The thinking – acting – feeling alignment
  - Mindfulness: The power of self-talk
  - Activity versus passivity
  - Finding our way in a successful sales culture
- 7 powerful steps towards the can-do attitude
- Ways to boost self confidence and self-esteem
- What can we learn from highly successful sales people?
- A case study in great sales attitude
Sales cultures and company’s performance
- The sales inventory toolbox: Training, tools, and support
- Successful sales cultures and the motivating sales management style
  - Pillars of success for the manager/sales team
  - Sales expectations, appreciation, and feedback
  - Reward systems and the carrot and stick approach – Myths and realities
  - The role of sales coaching in fostering a healthy sales culture
- Sales cultures and the fully engaged organization
  - Engaging sales protocols and practices for different occasions
- Positivity at work – A leadership prerogative
- The importance of fun in a sales environment
- A case study in great sales leadership
Benefits of a sales work culture – The sales KPIs
- Alignment of organizational goals
- Higher motivation, productivity, and returns
- Employees happiness and customer delight
- Elevation in the levels of energy and optimism
- Effective empowerment and better decision making
- The ongoing learning organization
Working through the stress of high performing sales cultures
- How successful sales cultures deal with stress
- Reading and understanding the stress triggers
- The value of team collaboration and support when dealing with stress
- Techniques to manage stress during downtimes

Meirc Professional Certificate (MPC)

MPC certified courses by Meirc Training and Consulting are designed for those willing to challenge themselves and go the extra distance. Participants who fully attend an MPC course and successfully complete the test on the last day, will receive a Meirc Professional Certificate (MPC), in addition to the one they receive for attendance. MPC certificates are regionally recognized and can be quite valuable when applying for more senior roles within the organization or outside.