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Improving sales productivity with sales process innovation and sales automation tools

If you want to compete against the best, you had better deliver what you promise. Lip service is dead! It is a new day, sales force must be reborn and retooled to have a fighting chance to negotiate in a more complex business environment. Sales Process Innovation is one of the ways to lead a sales force. It is not a substitute for good sales skills, product knowledge, or effective time management. It is, however, necessary to sustain a world class sales force that consistently exceeds customer expectations and sales goals. This one day intensive workshop will provide practical ideas for participants who wish to improve the return on the dollars invested in the sales force. Best practices from other organizations will be shared.

Date:

August 26 2003 (9:00am-5:00pm)

Venue:

Ballroom B (2/F), Great Eagle Hotel, 8 Peking Road, T.S.T.

Fee:

HK$1,800 (inclusive of lunch & workshop materials)

Early Bird Fee:

HK$1,350 (if registered before August 10 2003)

Agenda

  • Rules for improving sales productivity that introduce a concise definition of sales productivity and describe the sequence of initiatives require to improve it.
  • Sales productivity measurement principles, criteria, and examples that can be used to help you select appropriate measures for yours sales organization
  • How to identify and prioritize productivity problems by conducting a sales process innovation program
  • An overview of sales automation tools; how to change mindsets of sales persons in using such tools

This one day workshop will help participants see the clear interdependent relationship between customer satisfaction and productivity of your salespeople. You will also gain a better understanding of the various ways that salesperson productivity can be measured, how these measurements can be used to set priorities for preventing service problems and eliminating time wasting problems faced by salespeople.

Who should attend

CEOs, Sales Managers, Sales Operation Managers, Training Managers, HR Managers, IT Managers or those who want to improve sales process that will exceed customer expectations and sales goals.

 

Your Facilitator

Sidney Yuen has worked, consulted and spoken on the topics of sales management, Customer Relationship Management, Leadership and Change Management for many years. He is the Chairman of the HK Benchmarking Clearinghouse

Prior to this appointment, Sidney was Customer Service Director at American Express and Business Development Director at Andersen Business Consulting, Greater China.

Sidney had led a number of sales process benchmarking studies. He personally developed and conducted a corporate sales training and development program, leading to practical business results for this client

Elsa Pau has extensive experience in sales and marketing experience in financial service industry, While working as Group Managing Director for Allen Perkins Group, Elsa has provided alternative and holistic business architecture that aims for advising a consistent return to clients and institutions through product and asset strategies. She grew Allen Perkins from three staff with US$2 million asset under management in 1996 to 85 employees with US$400 million by 2001. Elsa’s success had earned her numerous distinctions including being recognized as one of CNN-Fortune’s “Most Powerful Women in Asia 2000” and as one of Asiaweek’s “Most Influential Women in Asia 2001”.

For further enquiries, please call Winnie Chow on 2572-6428.