Effective Sales Management Best Practice

Karachi: July 21st & 22nd 2008, Sheraton Hotel & Towers

Expert Course Leader

Building a compelling vision and sales culture (B2B, Direct or Retail)

Recruiting and training a sales team
Setting objectives that connect vision to action and appraising performance
Developing robust sales coaching (and feedback) skills and processes
Rewarding the right behaviours through incentive schemes
Structuring and delivering powerful sales team meetings
Creating customer loyalty
Jerry Brown
Developing and implementing your desired customer experience Management Development Consultant,
Managing change successfully to integrate your action plans Peters Management Consultancy, (PMC), UK

Tel: +92-21-4534261, +92-21-4536315, Cell: 0300-8275351

Training Conferences Events Publications Fax: 021-4520708, 021-4546639, E-mail: register@octara.com
Sales management techniques are the most essential tools within all
organizations. The sales team are at the forefront of business progression
and just as successful salespeople are trained, not born, successful sales
managers must be developed and trained, as these skills do not come
naturally either.

As organizations today continually seek improved customer relationships,

higher profits and revenue growth, your managerial role is that of an
effective sales professional, a brand representative, an excellent
communicator, a human capital manager and, at the same time, being
able to deliver outstanding sales figures to maximize the bottom line!

The complexity of managing your team in today’s sales environment

requires you to develop your techniques to meet the set objectives.
Increasingly, your role is developing into one of a revenue strategist and
custodian, rather than a traditional sales manager.

"Setting an example is not the main means of

influencing others, it is the only means."
Albert Einstein

Octara's Improving Sales Performance Through Effective Sales Leadership,

is based on Best Practice Principles of Sales Management. This course
is unique because it moves away from the conventional values in sales
techniques to strategic and organizational competencies to maximize
your performance. It will also take the concepts of developing competitive
advantage and strategic planning and relate them to your own experiences,
turning theory into practice.

"You don't close a sale, you open a relationship if you

want to build a long-term, successful enterprise."
Patricia Fripp, CSP, CPAE, Author and Coach, USA

Do not miss this opportunity to benefit from the expert knowledge of

your course leader, Jerry Brown. Make yourself a valuable asset to your
oganization and ensure your increased profitability!

Both Jerry and I look forward to meeting you.

Yours sincerely,

Muhammad Arif
Octara Private Limited
Dir. : +92-21-4548428
Cell : +92-300-8275091
Email : marif@octara.com
 This course is especially designed for; Country
Sales Managers, Regional Sales Managers, GM
Sales & Marketing, VP Sales & Marketing, National
Sales Managers & Sales Managers

However, this workshop is also highly beneficial

for Senior Executives and Directors and it would
be best if the Top Management Team inclusive of
Directors and Senior Executives participated as a
group to derive the full learning outcomes of the
program to gain a better understanding of the
strategic sales role within their own organizations.

Moreover, Senior Company Managers not

necessarily involved in day-to-day Route To Market
(RTM) decisions, but who need, or would like to
be more informed about the impact of the RTM on
their overall corporate strategy may also attend.

B R I N G
Improving
Sales Performance Through
Effective Sales Leadership
In-house!
Please contact Muhammad Arif at
marif@octara.com or call at 0300-8275091 for further details
 Jerry Brown is a Management Development Consultant with Peters Management Consultancy
(PMC) based in the UK. His 25 year career, both in retail and direct sales management with
several blue chip British companies, has given him unrivalled expertise in these areas.

Jerry joined PMC in 1997 and is an integral part of their training and development team with
specific responsibility for senior management development and recruitment of sales
managers and directors.

Jerry Brown has extensive Middle East experience having trained professionals
from different nationalities and understands the cultural framework in which
people work to maximize the sales function.

Jerry is an Executive Coach to Chief Executive Officers and Management in

addition to delivering retail and sales management training courses internationally.

What delegates have said about Jerry Brown’s previous courses

“This course has sustained a 15% year
on year increase in cross-sales for all those in the programme”
David Littlewood, Nationwide
“It's the best, most professionally valuable course I've ever been on!”
Jane Benjamin, YHA
“This course is the most effective tool in increasing both
bottom line sales and transforming the original culture I have ever experienced.”
Mark Richardson, Barclays Mortgage Sales
“An interesting and useful learning experience.”
Adel Roda, Regional Manager Lifestyle Homes
& Properties, UAE.

International Clients:
Barclays Bank
First Caribbean International Bank
HSBC
A&L Phil Goff
CitiBank
Natalie Mann YHA
Nationwide
Developing A Strategic Sales Organization
Organizing Your Sales Force - Roles And Responsibilities
• Key sales functional activities
• Classic sales positions and functions
• Key sales management qualities
The power of vision - case studies
• What makes compelling vision?
• The strategic planning process
• The elements contained in the process
• Mission statements
• Values Statements and their potential for empowering
the sales team
Cascade methodologies - getting the vision
out to the sales team - case study
Sales Structures And Organization
• Planning and preparing the sales organization
• The characteristics of great sales leaders
• Self assessment excerise
• Analyzing your current sales force
• Developing the areas of major focus for your sales
focus to achieve success
• Developing the sales structure
• Evolving sales cultures
• The core components of excellent sales cultures
• What can ‘derail’ sales cultures?
Case studies of organizations with
successful visions and cultures
Personal Management
Developing skilful performance coaches
• Understanding the fundamental principles of
performance coaching
• The coaching process
• Coaching the sales process
• Diagnosing skills gaps
• Coaching contracts
• Giving feedback - the Accord model
• Tracking progress and records
• Consultative planning - skills practice
• Sustaining the coaching culture
Motivational Sales Management
• What is motivation?
• Why do salespeople need motivation?
• Motivational factors
• Practical motivation
• The ‘join and consult’ management approach
Motivating Through Rewards And Incentives
• What are the key options and which would
be most appropriate?
• Developing and implementing motivational rewards
• The key principles of incentive schemes
• Justifying your incentive schemes
Providing Appraisals For Motivation, Training And Discipline
• What is the objective of appraisals?
• What do you measure and evaluate?
• What are the sources for appraisal criteria?
• Developing an effective appraisal system
• How to manage an appraisal system?
• Managing the results
Recruiting The Team and Training
Them for Success
Recruitment And Selection
• Overview of the recruitment process
• How to identify sales qualities and skills?
• Job descriptions and personal specifications
• Sourcing potential applicants for sales positions
• Screening the initial applicants
• Structuring and conducting interviews
• The sales interview framework
• Short listing candidates
• Making the final selection
• Planning the induction of a new recruit
Basic Sales Training
• The role of training in the sales force
• Fundamental content for sales training
• Developing a basic program
• Conducting group training sessions
• Variety in effective training
• Training “horses for the course”
Field Sales Training
• The nature and purpose of field training
• Assessing training needs
• The basic stages of training
• The training audit
• The practicalities of field training
Successful Sales Meetings
• Organizing and running successful sales meetings
• Making sales meeting presentations
• Brainstorming procedures - when, how and why?
Measuring Sales Performance
• What information is and isn’t useful for sales teams?
• The MI fator
Assessing a sales team - case study
• Feedback and coaching strategies to develop the sales team
• Managing sales managers time
• Model months approach
The New Economy
Creating A Unique Customer Experience Leading
to Customer Loyalty!
Case study film of outstanding customer service experience
• The next stage of economic value
• Creating and implementing your ideal customer experience
• How experience makes profit?
• How to build up your desired customer experience
through people, place, proposition and delivery
• The customer journey
• The psychology of your customers
• Bringing it all together
Your Transformational Plan of Action!
• Creating your action plan
• Understanding the impact of change emotionally,
and practically on the team
• Planning the integration
• Communicating your plan and getting buy - in!
• Course summary and close
Book Today! Fee and Registration details on back
Registration & Payment Options Successful Business
E-mail or Fax your nomination(s) to: Management for IT Professionals
E-mail: register@octara.com
Fax: 021-4520708, 021-4546639 David McKean, UK
Send us your: 1-2 July 2008, Karachi
Name, Designation, Organization, 4-5 July 2008, Lahore
mailing address, phones, fax and e-mail
Send your cheque in favour of Sell More, Sell Smarter
“Octara Private Limited” to:
Muhammad Imran Anwer 11 August 2008, Lahore
Octara Private Limited 13 August 2008, Karachi
2/E-37, Block-6, P.E.C.H.S., Karachi.
Tel: 021-4534261, 021-4536315, Cell: 0321-2670041
How to Manage, Motivate
To receive this flyer by e-mail drop us a line at and Lead a winning team
info@octara.com 12 August 2008, Lahore
15 August 2008, Karachi
Registration Note
Participation will be confirmed subject to receipt of
payment. Michael Podolinksy, Singapore
Cancellations
Our Cancellation Policy is activated as soon as an
invoice is received by the client. Due to any reason if Crisis Response Communication
the client is not able to attend the workshop/conference,
they may inform Octara Sales/Finance department in Jeremy Parsons, UK
writing within 48hours of the receipt of the invoice.
In case of no intimation from your organization we August 2008, Karachi
reserve the right to claim the invoiced amount.
Cancellations made at least 10 working days prior to
the course will be refunded in full. If a booking is
cancelled 10 to 7 working days before a course, a Towards Leadership
Cancellation Fee of 25% of the course fee is payable.
For cancellations made within 7 working days, no
refunds can be given. Cancellations must be confirmed Paul Walsh, UK
by letter, fax or email. Substitutions may be made at 18-19 August 2008, Karachi
any time. Notwithstanding the above, delegates may
transfer to another course to be run within 12 months. 20-21 August 2008, Lahore

Enhancing Peak Performance

for Administrative Professionals
Zaufyshan Haseeb, UAE
18 August 2008, Lahore
20 August 2008, Karachi

*Please Note - Program fee can be paid in

Pakistani Rupees as per the current coversion rate Mind Opener for Managers
Course material, Octara certificate, lunch, Haseeb Hasan, UAE
refreshments & business networking
18 August 2008, Lahore
20 August 2008, Karachi

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