Today, sales force are no longer walking-sales man but they are people who deal with more than just closing a deal with clients but at the same time being the front-liners of businesses, solving clients problems and generating long-term revenues.

With more and more companies mushrooming, everyone wants a piece of the cake and at time when you are just not aggressive enough you will never your share – hence the sales force being the income engine of any business are always being pressure to do all they can to generate revenue. You would not want to buy business indiscriminately at discounted rates, but you are also not willing to sacrifice market share to more aggressive competitors. The only way to elevate both sales and margins in this heighten business landscape is to construct a more effective sales force.

Organisations are always looking into ways to further improve their sales processes, some even ventured into sales psychology where they try to gage their sales executive on why they are not performing. Many organisations has come to realise that the perception of having a great sales person to lead a sales team, this is already history, therefore would having a good sales force depends on recruitment strategy or is it time to straight back to the fundamentals?

There is a greater need to ascertain the sales force effectiveness drivers focusing on sales force design structure and roles, leadership and mentoring, understanding the sales matrix, compensation and incentives given, customer relationship management, performance management and measurement, goal setting and not to forget forecasting. These areas are indeed the key aspects when developing not only a good sales team but also as an all-rounder.

This course is endorsed and accredited by Sales & Marketing Institute International for 20 CPD points. Qualified participants may apply as Certified Sales Professional of SMI International upon completion of the course.

This event is endorsed by The Chartered Institute of Marketing Malaysia and accredited with 14 CPD hours for this two-day event to CIM members who are currently working toward the Chartered Marketer status only.

· Leveraging from the Best Method and Benchmarking Tool in Setting Sales Strategy and Monitoring Results

· Changing Sales Traditions and Effectively Managing Sales Executives From Different Cultures

· Leading, Facilitating Change and Adopting A New Way of Conveying Sales Leadership

· Executing Team Dynamics Strategies for Further Performance Improvement

· Recruiting the Right People and Always be Recruiting

· Motivating Sales Teams and Acquiring the Appropriate Technique in Coaching Your Sales Team

· Influencing Mindsets, Emotional Intelligence and Sales

· Understanding Customer Behaviour and Incorporating CRM into Your Sales Initiative