Business Management Series
Sales Training Workshop Series
12 Module Workshop
Course Objective
Leading salespeople is one of the
most challenging jobs, requiring the
ability to manage yourself and a
team of people who are generally
high achievers and have demanding
personalities.
Effective sales managers need to
recognize and avoid common
leadership mistakes, prioritize to
avoid the tyranny of the urgent, and
understand the factual, causative,
and value-based motivators of their
salespeople
Who should attend
Sales Manager
Business Manager
Sales Trainer ( Internal)
Territory Managers
Marketing Managers
Customer relationship Managers
© Tetrahedron Manufacturing Services Pvt Ltd
Phone : +91 7042140046 Email : training@tetrahedron.in
Tetrahedron Academy
Identifies and converts prospects who
should be doing business with us into
customers who are champions for our
organization.
Creates an environment with
customers to maintain a positive long-
term relationship
Manages process for aligning human
capital with organizational goals.
Benefits of attending
you will be able to examine the people side of being an
effective sales leader and the process side of being an
effective sales manager. You will begin with yourself and
where you spend your time for the most profitable action.
You will look at ways that you can stay focused on your
priorities. You will discover a tool to help you understand
what motivates individuals on your team
Improved Customer Service: delivering exactly what the
customer wants when they want it.
Improved Sales Productivity: Improvements in throughput
and value add per person.
Improved Lead Times: Business able to respond quicker,
quicker set ups, fewer delays.
Understand the fundamental drivers of sales management
and Leadership, Recognize the common mistakes sales
managers make
Analyze the challenges of managing time as sales
managers, Use the Sales Inner View to build relationships
and understand motivations
Develop solutions that are unique to each buyer, Formulate
solutions that appeal to buyers’ logic and emotions
Over the last three years 600+ Participants
has attended this session across India
 Business Management Series Tetrahedron Academy

Sales Training Workshop Series

Developing and •Create new business opportunities within existing accounts • Design a clear and
M1 Managing Key comprehensive picture of a client’s current and future needs, •Develop goals and a
Accounts detailed action plan to create client partnerships
•Establish Return on Investment for customers • Measure ROI in terms of time,
Establish Return
M2 cost, and quality •Reduce worries and gain peace of mind for clients • Deliver a
on Investment
compelling ROI summary

•Guide customers through the stages of commitment •Become a trusted advisor to

Commitment
M3 clients •Manage commitments over a long selling cycle •Gain commitments in a
Strategies
competitive environment

Generate Interest •Utilize a variety of tools for information gathering •Develop needs assessments to
M4 Through Informed gather relevant client data •Use Informed Interviews to earn client respect and
Discovery trust •Use specific summarizing techniques to confirm client needs
Foundation for •Understand and apply a proven selling process • Apply a philosophy to understand
M5 Consultative the buyer’s point of view •Develop a motivating personal vision as a salesperson
Selling •Manage time for profitable action
Master the Selling •Tie the sales process together •Deliver a sales presentation Customized to your
M6
Process business •Assess your colleagues on their ability to present solutions
•Tie the negotiations process together •Implement strategies for effective
Negotiations
M7 negotiation planning and preparation •Practice the negotiation process elements
Mastery
•Assess your colleagues on their ability to negotiate
Negotiations: •Identify ideal, realistic and fallback targets for both sides •Respond to common
M 8 Leveraging negotiations tactics •Implement strategies for effective negotiation planning and
Personality Styles preparation
•Apply a Win-Win process to resolve objections •Identify points of agreement to
Objections
M9 lower buyer resistance •Respond to the six most common objections with
Handling
confidence
Pipeline and •Project revenue targets from existing accounts and current and new prospects
M 10 Territory •Identify where clients and prospects are in the sales pipeline •Develop a territory
Management plan to create focus and direction for activities
•Create a picture of what a salesperson’s job looks like when it is being done well
Sales Performance •Write a document that defines performance expectations, Identify key skills,
M 11
Defined knowledge and abilities essential to job performance, Translate business objectives
into daily activities with measurable results
•Further develop existing accounts and increase customer loyalty • Create a referral
Uncover Selling
M 12 network of champions who bring in business •Capitalize on referrals, references,
Opportunities
and testimonials

© Tetrahedron Manufacturing Services Pvt Ltd

Phone : +91 7042140046 Email : training@tetrahedron.in
 Business Management Series
Workshop Scope & Structure
STRUCTURE
3 Stage Structured
Program helps in
achieving given and
stretched target with
result based career
progression
SCOPE
Customised activity
based session with
skill map analysis and
training effectiveness
at all three series
VoC and
Stake Holders
Expectation
Pre Session Test
Pre-session Test for Skill
mapping by Customsied
web-based Assessment
Module. Web based tool
will be helpful to replicate
the test for large numbers
across geography with
standardised skill-gap
matrix for each participant
Project Manager
Name - Vijay
Education – B Tech + MBA
Experience – 14Yrs in
Automotive, off road (Telcon),
Steel and Consultancy
Language – English, Hindi
© Tetrahedron Manufacturing Services Pvt Ltd
Phone : +91 7042140046 Email : training@tetrahedron.in
Stage Gate
Program
(SGP)
4 Workshop
Module in series 1
(Stage gate) Series
will help achieve
the candidate
reach given sales /
revenue target.
Series 1 Series
Business need
and target
setting
Customised
Session Material
Input from Customer and
stakeholders’ business
need along with skill gap
map help customise the
session that bring required
skill to deliver quick, visible
and tangible result as
required by the business
Project Leader
Name - Nitin
Education – B Tech + MBA
Experience – 14Yrs in
Automotive, Defense, Training
and Consulting
Language – English, Hindi
Tetrahedron Academy
Sales Improvement
Program
(SIP)
4 Workshop
Module in series 2
(SIP) Series will
help achieve the
candidate achieve
stretched sales /
revenue target.
2 Series
Expert Input &
CFT
Innovative
Activity Based
Workshop
Tetrahedron’s rich & wide
expertise help design and
deliver the workshop with
at least 60% activity based
learning enable the
participants to enjoy the
session and retain
maximum learning from
the session
Workshop Guide/Moderator
Name – Vivek / Kumar
Education – B Tech, MBA
Experience – 13Yrs in Training
and Consulting, Sales and
Customer Relation Expert
Language – English, Hindi
Advance Sale-Force
Assessment Program
(ASAP)
4 Workshop
Module in series 3
(ASAP) Series will
help candidate to
qualify for the next
level hierarchy
3
Define Growth
Path and Next
Level
Effectiveness
and Impact
Assessment
A series of post session
assessment in regular
interval measures the
effectiveness and impact of
the training on on-job daily
work of candidates. An MIS
will also help the manager
to visualise candidates’
progress
Content Designers – 2 Numbers
Name – Abhilash, Jyoti
Education – BA, Animation
Experience –Content Writing,
Designing,
Language – English, Hindi