Miller Heiman, Inc. All Rights Reserved. 0209. Strategic ... This program gives you the confidence to quickly assess Blue Sheets to coach your sales f...
work with a Miller Heiman expert to detail the right method for analyzing Blue Sheets. Th ey will also develop strategies to emphasize the value of using a common sales process and language for the sales team and the rest of the organization. Th is a
Notes from the book by Miller Heiman: The New Strategic Selling. Joe Murphy 770.662.5700. PAGE 5. Section II. Blue Print Strategy. There six key elements to a sales strategy. The first four are critical. The last two are important to identifying wher
Strategic Selling® provides visibility into sales opportunities, documenting plans with the programme's Blue Sheet. This involves first identifying all key players in the customer's organisation, understanding each player's degree of influence and th
Strategic Selling® provides visibility into sales opportunities, documenting plans with the program's Blue Sheet. This involves first identifying all key players in the customer's organization, understanding each player's degree of influence and thei
14 Chapter One: Sales Strategy What Is Strategy? Strategy is a ―deliberately chosen direction‖ of a business.i In order to organize this chosen
PERFORMANCE MANAGEMENT 2015: COACHING FOR DEVELOPMENT NEEDED. Executive Summary. Performance management (PM) has been a business practice for more than 50 years. The business imperative for performance management is undeniable, yet organizations ever
Strategic Human Resource Management ... The transition from traditional HRM to strategic HRM ... The modern field of strategic human resource management
The Audit of Strategic Performance Management Information was identified as a priority in the Correctional Services Canada (CSC) Internal Audit Branch 2008-09 Plan in
Download Analisis Pengaruh Sales Promotion, Personal Selling dan. Public Relation Terhadap Penciptaan Brand Equity Suzuki. Pada Konsumen PT Sunmotor Indosentra Trada di Kota. Semarang. TESIS. Untuk memenuhi sebagian persyaratan mencapai derajad
Download PERANAN ADVERTISING, SALES PROMOTION DAN PERSONAL SELLING. DALAM USAHA MENINGKATKAN VOLUME PENJUALAN. PADA PT. SARANA WARNA MEGAH DI SURABAYA. No. BUKU. T f ,VYl f'?- -I. KePI KE. \ Uct-\-u). FAKULTAS EKONOMI. UNIVERSITAS KATOLIK W
Download PERANAN ADVERTISING, SALES PROMOTION DAN PERSONAL SELLING. DALAM USAHA MENINGKATKAN VOLUME PENJUALAN. PADA PT. SARANA WARNA MEGAH DI SURABAYA. No. BUKU. T f ,VYl f'?- -I. KePI KE. \ Uct-\-u). FAKULTAS EKONOMI. UNIVERSITAS KATOLIK W
Download Analisis Pengaruh Sales Promotion, Personal Selling dan. Public Relation Terhadap Penciptaan Brand Equity Suzuki. Pada Konsumen PT Sunmotor Indosentra Trada di Kota. Semarang. TESIS. Untuk memenuhi sebagian persyaratan mencapai derajad
The Psychology of Selling: Increase Your Sales Faster and Easier - "The purpose of this book is to give you a series of ideas, methods, strategies, and Increase Your
Download PERANAN ADVERTISING, SALES PROMOTION DAN PERSONAL SELLING. DALAM USAHA MENINGKATKAN VOLUME PENJUALAN. PADA PT. SARANA WARNA MEGAH DI SURABAYA. No. BUKU. T f ,VYl f'?- -I. KePI KE. \ Uct-\-u). FAKULTAS EKONOMI. UNIVERSITAS KATOLIK W
• Sales management involves planning the selling program and implementing and controlling the personal selling effort of the firm
Download Analisis Pengaruh Sales Promotion, Personal Selling dan. Public Relation Terhadap Penciptaan Brand Equity Suzuki. Pada Konsumen PT Sunmotor Indosentra Trada di Kota. Semarang. TESIS. Untuk memenuhi sebagian persyaratan mencapai derajad
Download Analisis Pengaruh Sales Promotion, Personal Selling dan. Public Relation Terhadap Penciptaan Brand Equity Suzuki. Pada Konsumen PT Sunmotor Indosentra Trada di Kota. Semarang. TESIS. Untuk memenuhi sebagian persyaratan mencapai derajad
Download PERANAN ADVERTISING, SALES PROMOTION DAN PERSONAL SELLING. DALAM USAHA MENINGKATKAN VOLUME PENJUALAN. PADA PT. SARANA WARNA MEGAH DI SURABAYA. No. BUKU. T f ,VYl f'?- -I. KePI KE. \ Uct-\-u). FAKULTAS EKONOMI. UNIVERSITAS KATOLIK W
Download Analisis Pengaruh Sales Promotion, Personal Selling dan. Public Relation Terhadap Penciptaan Brand Equity Suzuki. Pada Konsumen PT Sunmotor Indosentra Trada di Kota. Semarang. TESIS. Untuk memenuhi sebagian persyaratan mencapai derajad
Download nasabah Britama Bank Rakyat Indonesia Cabang Sidoarjo dengan jumlah 42.820 ... the number of customers is by using the right marketing mix through personal ... lomba untuk meningkatkan jumlah nasabah yang ada .... ATM Britama Junio”, m
Download PERANAN ADVERTISING, SALES PROMOTION DAN PERSONAL SELLING. DALAM USAHA MENINGKATKAN VOLUME PENJUALAN. PADA PT. SARANA WARNA MEGAH DI SURABAYA. No. BUKU. T f ,VYl f'?- -I. KePI KE. \ Uct-\-u). FAKULTAS EKONOMI. UNIVERSITAS KATOLIK W
Download Analisis Pengaruh Sales Promotion, Personal Selling dan. Public Relation Terhadap Penciptaan Brand Equity Suzuki. Pada Konsumen PT Sunmotor Indosentra Trada di Kota. Semarang. TESIS. Untuk memenuhi sebagian persyaratan mencapai derajad
Digital selling: reinventing sales to stay relevant to changing B2B buyers | 3. B2B buyers are changing, and the sales organization is struggling to keep pace
Download nasabah Britama Bank Rakyat Indonesia Cabang Sidoarjo dengan jumlah 42.820 ... the number of customers is by using the right marketing mix through personal ... lomba untuk meningkatkan jumlah nasabah yang ada .... ATM Britama Junio”, m
Strategic Selling® Coaching Program Overview The key to the long-term success of your sales development initiative is management execution. Strategic Selling® Coaching helps sales leaders, managers or mentors provide individual sales professionals the necessary mentoring and guidance to ensure the principles of Strategic Selling® enable your team to win business consistently. Strategic Selling® Coaching provides organizations with the support tools to reinforce, analyze, and provide feedback to their sales teams on this opportunity analysis process. This program gives you the confidence to quickly assess Blue Sheets to coach your sales force to improve productivity. Understanding Single Sales Objectives will help pinpoint areas where your salespeople should concentrate their efforts for greater efficiency. You’ll be able to identify discrepancies between where your sales force is and where they need to be to achieve results. What You’ll Learn • Establish a framework for reinforcing and coaching to a common language and a consistent sales process. • Lead Blue Sheet Reviews that provide valuable insights and uncover Strengths to be leveraged and Red Flags to be minimized. • Identify critical selling behaviors and opportunities where hands-on coaching will deliver the greatest returns. • Document sales best practices so successes can be repeated. • Use common vocabulary to facilitate better communication of action plans with timetables. Is Strategic Selling® Coaching Right for You? This program is designed for anyone supporting sales best practices and responsible for helping their account teams execute key selling and account management strategies. From individuals seeking a deeper understanding of the Strategic Selling® process to sales leaders responsible for implementation and adoption, all Strategic Selling® alumni can benefit from this advanced course. If your organization is trying to address any or all of the following, then Strategic Selling® Coaching may be the right solution. •
Implement on-going reinforcement of the Strategic Selling® process.
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Improve comprehension of the program concepts.
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Increase consistent use of the Blue Sheet tool.
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Enhance the value of Blue Sheets with one salesperson or the entire team.
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Reinforce the selling behaviors and activities that move sales opportunities through the funnel.
Program Overview Strategic Selling® Coaching Overview You will leave Strategic Selling® Coaching knowing how to coach, reinforce, and inspire the following opportunity management strategies and tactics with your team.
Program Workshops What’s Working Identify how to reinforce and support those elements of the Strategic Selling process already working in your organization. Develop corrective actions and strategies to address areas of the process not currently working or causing challenges. Blue Sheet Pitfalls Learn to identify common discrepancies in a Blue Sheet and possible areas for coaching. Blue Sheet Analysis Identify missing, inconsistent, or uncertain information on real, active Blue Sheets to determine coaching for individual salespeople. Blue Sheet Guidelines Develop guidelines for salespeople to determine when a Blue Sheet should be completed or reviewed and when to gather the team to conduct a Blue Sheet strategy session.
Blue Sheet Reviews Learn a process to prepare for and conduct team or individual Blue Sheet Reviews. Develop comments and questions around your salespersons’ Blue Sheets in order to reinforce or develop positive selling behaviors. Coaching Strategy Create a coaching strategy for each salesperson based on their current use and understanding of the process. Help salespeople learn to focus on developing strong Action Plans to move opportunities to close and increase the probability of meeting their revenue goals and objectives. Implementation and Action Plans Create an action plan to implement the processes and tools developed in this program and to increase adoption and understanding of the process and concepts.
Selling Behaviors Identify positive selling behaviors desired of your salespeople and determine where coaching is needed to increase or improve use of those desired behaviors.
