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Mark Landiak, President of CDI, discusses the  benefits of a Call Center Coaching Strategy that drives Performance & Proficiency.
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Building A Direct Sales Force PDF  | Print |  E-mail

Building a Direct Sales Force is an intensive one-day workshop session that focuses specifically on what it takes to build and grow a direct sales force to take advantage of business-to-business opportunities.

 

The session provides companies an opportunity to build an effective Business-to-Business sales plan by examining their current business, reviewing the value of their customers, and exploring the revenue potential of building a direct sales force. 

 

Six key areas where sales productivity can improve and business can be developed are identified:

  • Market Strategy
  • Lead Generation
  • Sales Process Management
  • Recruiting and Staffing Strategies
  • Sales Compensation Issues
  • Sales Management Structure


Participants Learn:

•    What are the advantages of building a direct sales force?
•    Calculating the Value of a Customer
•    Transitioning from Retail to B2B
•    Differences between Demand Fulfillment and Demand Creation
•    Calculating Break-Even Point for Adding Sales People
•    Creating a B2B Business Plan
•    Defining Target Markets
•    Developing Prospecting Strategies
•    Identifying and Tracking Lead Sources
•    Managing the Sales Funnel
•    Assessing Current Staffing Position
•    Identifying Top Direct Sales Candidates
•    Structuring Compensation
•    Managing in the Direct Sales Environment
•    Setting Sales Goals and Managing Results
 
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