Negotiation and Relationship Management
This workshop will explore what hunting and farming excellence would look like for your company. First we start with breaking down the sales target, anticipating where the growth will come from from various types of customer. Then we look at the sales process and then determine how our time should be spent across various sales activities. Finally we can then determine the best way to structure the sales team to deliver on targets.
In this workshop we will determine the Sales process, how to allocate accounts, understand the right jobs to do for each team, set the right KPIs for the drivers of success, and establish a lean customer management system.