JOHANNESBURG: 23 JULY 2019
High Performance Sales Workshop
The dynamic between buyer and seller continues to change, with buyers conducting more research prior to engaging sales.
This requires more business justification when making decisions, and having increased expectations of value-added insight. At the same time, many companies are pointing to big gaps in having an in-depth understanding of their customer’s needs and expectations, having sales content that is aligned to the specific needs and requirements of customers and prospects, and having strong internal alignment between the company’s sales and marketing organisations.
A recent report found that companies with a formal sales enablement strategy achieved 12% higher win rates, 35% more quota attainment, 15% less turnover, and twice the amount of formal collaboration.
This practical workshop will strengthen participants’ abilities to:
- Recruit resilient relationship building top talent and on-board them effectively;
- Develop, organise, customise, and deploy customer-facing content to match the buyer’s journey; and
- Select and use sales technologies to improve field advocacy and communication.
Participants in the High-Performance Sales Enablement workshop will examine recent examples of effective sales management, as well as use the frameworks most appropriate to achieve this.