About the Special Executive Masters Programme

The MSBM Special Executive Masters Programme is a short certificate training/seminar designed for anyone who would benefit from more in-depth business knowledge delivered in a short and intensive Programme. This programme is suitable for successful professionals or specialists in the private, public or non-profit making sectors that have new management responsibilities and need to expand their management knowledge quickly.

The (SEMP) Programme serves as a refresher course for those who had their Master's Degree a long time ago and need a quick reminder or as an academic update while it serves as a crash Programme for those very experienced professionals who never made time out for their masters yet they require the academic and practical relevance of this masters’ experience. It is a good Programme for individuals who are newly promoted to managerial post, the program enables them to acclimatize to the new position as well as help them intake the right decisions.

 
Objectives

After attending this course, participants would be able to:

• Improve sales results by implementing a behaviorally-based performance management system.
• Learn how to prioritize management actions.
• Produce more accurate sales forecasts.
• Develop the full potential of your team with proven sales coaching techniques.
• Allocate coaching time based on ROI.
• Develop your leadership skills and leadership style.
• Understand what are the motivators for your sales team.

Who should attend?

• Experienced sales managers.
• Business entrepreneurs, Sales Executives, and Marketing professionals.
• Business Development Officers.
• Client account managers, who want to sharpen their planning and delivery techniques, build interpersonal and leadership skills, and become powerful decision-makers and motivators.

Modules:

Day 1: Understanding The Main Responsibilities Of the Sales Manager:

• Understand the difference between Managing vs. coaching.
• Discuss When to use coaching, and when not to coach.
• Develop your team with a proven coaching process.
• Overcome resistance to coaching.
• More easily strategize or debrief a sales call with a common language and selling system that has specific steps.
• Save time by learning to qualify or disqualify an opportunity early in the process.
• Maintain control over the sales process with your prospects and your sales team.
• Discuss how to Recognize problems before they become major roadblocks, stalls, and objections.
• Focus energy on the right prospecting behaviors that lead to more sales, more easily.

Day 2: Understanding the Policies, Tools, And Techniques For High-Value Sales Management:

• Discuss how to Implement a behavior-based sales performance system.
• Understand the importance of Establishing performance expectations.
• Determine causes of performance gaps.
• Discuss how to Take appropriate management actions.
• Set management priorities.
• Learn to communicate and reinforce expectations and behaviors within the sales team.
• Practice the complete Action selling system for continuous improvement of sales and service operations.
• Analyze sales skills throughout the entire sales process.
• Develop proactive communication processes that treat buyers with respect, leading to repeat business and lasting relationships.

Day 3: Strategies and Approaches for Corporate and high-value sales Management:

• Understand how to Improve sales forecasts.
• Discuss how to Create objective pipeline stage criteria.
• Discuss how to Conduct effective pipeline reviews.
• Understand the importance of Creating a sales vision.
• Discuss how to Develop strategies to achieve goals.
• Understand the six factors that motivate sales reps.
• Understand the science of cognitive dissonance and how to handle client objections.
• Learn the Consultative Selling Framework to engage buyers in customer-centric dialogue.
• Develop and expand relationships to increase sales results.
• Identify customer needs and communicate in a compelling way to close profitable business.

Day 4: Cases In Corporate And High-Value Sales Management:

• This unit introduces and discusses a case study of corporate and high-value sales management.

Day 5: Understand The Importance Of Team For High-Value Sales Management:

• Developing a systematic hiring process.
• Using the STAR profile to define winning sales professionals.
• Conducting effective interviews using STAR questions.
• Avoiding common interview mistakes.
• Learn ways to build a confident attitude in customer interactions.
• Develop active listening skills to discern customers’ needs.
• Discover how to establish credibility.