Course Purpose

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To facilitate the effective application of Sales Leadership and Management of a B2C Housing Finance sales process to ensure targets and goals are met through Customer acquisition and People engagement. 

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Course Objectives

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By the end of the training, Delegates will

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- Cascade Business strategy to performance plans using the Balanced Scorecard methodology

- Lead, inspire and manage sales staff for optimum performance

- Apply the situational leadership to staff depending on the situation and the person

- Manage the sales process of Housing finance selling, from lead generation to fund dispersion

- Assign territories to staff based on various analysis of sales performance & customer behaviors

- Manage performance and develop capabilities of sales staff to deliver sales metrics

- Maintain Sales control and continuously manage performance of staff

- Provide coaching support to facilitate the achievement of sales targets

 

Who should attend

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- Sales Managers

- Territory Managers

- Branch Managers

- Hi-Potential Employees

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Course Delivery Method

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    30pct of the program will be spent in learning concepts while 70pct of the program will focus on      applying the learning in successfully leading a simulated sales scenario in a territory. 

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    3 participants will form a team 

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    Teams are given access to the online simulator

 

    The simulation is based on a bespoke case study

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    Customer's Senior Leaders are involved in the sales review 

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    Gamification principles are used to facilitate competition

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    A live dashboard facilitates a competitive environment

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    Award for the winning team

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Evaluation of Course Effectiveness

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Level-1 : Learning Environment evaluation

Level-2 : Pre vs Post Program knowledge gain

Level-3 : Pre vs Post Program competency gain 

Level-4 : Post training assignment and Performance Improvement measurement

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Key Learning Topics

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- Qualities of a Sales Manager – Leadership Vs Management 

- Balanced Scorecard

- Sales Pipeline Management

- Action Centered Leadership

- Territory Management

- Continuous Performance Development

- Situational Leadership

- Customer Collaboration

- Motivators and Satisfiers

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Competencies Addressed

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- Sales Planning

- Sales Leadership

- Sales Process

- Balanced ScoreCard

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Industries that can benefit 

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- Any B2C Finance company