How often do your sales teams actually look at the profitability of an account? Do they consider all the "soft costs" off servicing the customer?
Do they analyse their share of the customers spend? When challenged on cost or fees do they see this as an opportunity? Or do they see it as a threat? Are they "buying" business either to price matrix the customer and win margin elsewhere or are they just giving away profit? All the above can have a significant impact on your bottom line and can lead to your company working either "SMARTLY" or "FOOLISHLY" This programme will "Wake up" your sales teams to the reality of doing business effectively and profitable.
Before the course we will ask the delegates to bring onto the day a client that they wish to grow, or a new prospect that they have selected to break into, these will be used as a live "case studies" for them to take back into the business and develop, therefore showing a return on the investment of the training.
At the end of the workshop participants:
For on-site courses (i.e. at your premises), we are more than happy to tailor the course agenda to suit your exact requirements. In many cases, we are able to build your in-house standards and naming conventions into the delivered course.