BTA Print Management Workshop
Capturing 100% of the pages in all of your customer base will take a lot more than a simple software solution: it will take a different approach. How will you transition your current hardware, supplies or service based business model to support a Cost per Page program? How will you calculate your Cost per Page of laser, copier and MFP devices? How will you train your sales team to execute a ‘solutions sale’?
Workshop Topics:
- Understanding the print space (the opportunity, IT's involvement, the sales approach and target markets)
- Getting the appointment
- Presenting a value proposition
- How to conduct an assessment
- Developing the strategy and tactics
- How to build a print management proposal that sells
- Pricing a print management contract
- How to expand the opportunity after the sale
- Preparing for account reviews
For additional go to the BTA website www.bta.org and click on the education and certification link to the sales training section, or click the website link below:
http://bta.org/i4a/pages/index.cfm?pageid=2127
Winning Sales Management
Businesses large and small are becoming increasingly dependent on effective sales management at every level. This program contains practical and proven solutions that result in higher revenues, lower turnover and improved profitability. The goal of this course is to maximize your business performance by helping you build and sustain competitive advantage
Recruiting and Selection: Turnover starts with poor hiring. Your management team will learn how to select sales professionals that have a high probability of success
Territory Design: The territory you assign can make a bad hire look good or a great hire look bad. What methodology do you use to design a sales territory and assign an appropriate quota? You will learn specifically how to accomplish these goals.
Performance Coaching: Now that you have the solid candidate on your team how do you help them improve month-over-month. What skills and abilities do you need to develop and how do you put a plan in place that gains buy-in from each member of your team?
Forecasting: Are you ever surprised by poor results? You will learn how to accurately forecast so that you deliver what you commit to.
Pipeline Growth: You cannot grow your business without growing your sales pipeline. You will learn the processes to consistently grow your pipeline so that you can gain market share and achieve your growth goals.
Communication and Retention: You have worked hard to develop your team so you do not want to lose them to some opportunity that only appears to be better. How do you keep that medical device or pharmaceutical company from recruiting your sales force?
Project Management Skills: Today, it is critical to have basic project management skills. What tools and processes can your sales force use to stay focused and coordinated in a world of team based selling.