Verify that improvements to sales performance management have held six months after they were introduced.
Building Sales Team Performance Management and Motivation Systems
Learn to design, measure and defend your organisation's approach to sales performance management.
📍 Istanbul🗓️ 5 training days📚 4 modules🎓 Accredited certificate
5intensive training days
4scientific modules
8training sessions
32detailed points
Course Overview
Activity in sales performance management is easy to generate and easy to mistake for progress. Attribution in this strand of marketing and commercial practice is imperfect; that is not a reason to stop measuring it. Participants gain a realistic view of what this part of marketing and commercial practice costs and what it returns. The content is relevant to those who own sales performance management and to those who are held accountable for its results. Benchmarking exercises repeatedly place the marketing and commercial practice capability among the areas with the widest performance spread. This programme builds the wider marketing and commercial practice agenda from first principles, without padding and without omitting what matters. Progress on sales performance management is usually lost in the gap between approval and execution. Participants test their assumptions about this strand of marketing and commercial practice against scenarios designed to break weak ones. The final session converts the week's work on the marketing and commercial practice capability into commitments with owners and dates.
Expected Learning Outcomes
Choose channels for sales performance management on evidence of where the audience decides.
Align marketing and sales handover within sales performance management so leads are not lost.
Prepare a short, evidence-based briefing on sales performance management for senior management.
Integrate sales performance management into existing management routines rather than running it separately.
Build the positioning for sales performance management around a claim competitors cannot honestly make.
Protect the brand while pursuing short-term targets in sales performance management.
Who Should Attend
Digital marketing specialists executing sales performance management.
Retail and channel managers executing sales performance management in the field.
Product managers whose proposition depends on sales performance management.
Business development managers pursuing opportunities in sales performance management.
Specialists advising senior management on sales performance management.
Managers in small and medium organisations who own sales performance management alongside other duties.
Course Modules
Sales performance management: audience definition and segmentation
2 sessions · 8 pointsSession 1The paperwork for sales performance management that is actually needed
- Design the retention action triggered when a customer of sales performance management goes quiet.
- Structure pricing for sales performance management against perceived value.
- Build the internal briefing that explains sales performance management to those affected.
- Estimate the resource sales performance management requires to run as designed.
Session 2Defining the audience for sales performance management narrowly enough to matter
- Test the procedure for sales performance management against a realistic scenario.
- Confirm that those complying with sales performance management understand why it exists.
- Set escalation thresholds for sales performance management that work out of hours.
- Build the content that answers the buyer's real question about sales performance management.
Sales performance management: qualification and pipeline discipline
2 sessions · 8 pointsSession 1Testing the message on sales performance management before spending
- Agree the attribution model for sales performance management and state its known limits.
- Rehearse the briefing on sales performance management that would follow an incident.
- Assign responsibility for keeping documentation of sales performance management current.
- Arrange the handover of sales performance management so capability survives staff changes.
Session 2Measuring sales performance management when attribution is imperfect
- Map the decision journey for sales performance management and mark where the choice is actually made.
- Compare cost of acquisition against value in sales performance management.
- Establish who is informed, consulted and accountable in sales performance management.
- Review whether short-term tactics on sales performance management are damaging the brand.
Sales performance management: channels, content and creative
2 sessions · 8 pointsSession 1Where sales performance management typically breaks, and why
- Set objectives for sales performance management in revenue terms with a timeframe.
- Build the report on sales performance management that answers whether to spend more or less.
- Collect evidence on the present handling of sales performance management before proposing changes.
- Review whether sales performance management is aligned with the objectives of the commercial team.
Session 2Choosing channels for sales performance management on evidence
- Define qualification criteria that disqualify quickly in sales performance management.
- Script the three most common objections in sales performance management and the responses.
- Build the competence framework that supports sales performance management.
- Define the handover point between marketing and sales in sales performance management.
Sales performance management: objection handling and negotiation
2 sessions · 8 pointsSession 1Qualifying out of sales performance management early and without guilt
- Identify where judgement in sales performance management is legitimate and where it is not.
- Select channels for sales performance management based on evidence, then cut the rest.
- Test creative for sales performance management at small scale before full commitment.
- Plan the sequence in which improvements to sales performance management will be introduced.
Session 2Testing sales performance management before relying on it
- Record what was learned when sales performance management did not go as planned.
- Draft the minimum viable go-to-market plan for sales performance management.
- Document the sales process for sales performance management so a new joiner can follow it.
- Choose the next segment for sales performance management and state why it is next.
Choose the package that suits you
Silver Package
At least 3 people
USD1,250
- Workshop or Program Participation
- Airport Transfers
- Customized Badge
- Expert Mentorship (Private Sessions)
- Supervision & Secretarial Services
- Accredited Certificate of Participation
- Complete Training Kit
- Coffee Break
- Closing Ceremony
Gold Package
At least 3 people
USD1,850
- 5-night stay in a 5-star hotel
- Workshop or Program Participation
- Airport Transfers
- Customized Badge
- Expert Mentorship (Private Sessions)
- Supervision & Secretarial Services
- Accredited Certificate of Participation
- Complete Training Kit
- Coffee Break
- Closing Ceremony
Complete your registration
We will contact you within one business day to confirm.