SALES ADMINISTRATION MANAGEMENT

Who should attend

Bid Team

Customer Service

Sales Operations

Program Overview

Sales Administration Management (SAM) course was devised for both sales and non-salespeople with the course covering Bid Management, Sales Pipeline, Funnel, and Forecast, Customer Relationship Management (CRM), Customer Service. SAM is only taught in closed private company groups and is delivered as per each organisation needs. There is no standard course time for SAM as classes can range from half-day to 5 days back-to-back with additional support days covering just one subject.

Bid Management training ranges from understanding if you are bid ready through to bidding on a multi-million-pound contract. We examine tendering processes in both the public and private sectors, positive writing styles, building a library of content, developing and working within a bid team.

Sales Pipeline, Funnel and Forecast map out how prospects come into your sales funnel and the marketing that is required to attract more of the right prospects, The Pipeline conceptualises the journey the prospect takes with the questions and objections they make until a decision is made. The sales forecast demonstrates the tools used to understand the lifecycle of a product or service within a sector or region and the external factors that can influence your offering.

CRM courses are devised around Salesforce as an external system. Should organisations use an internal system such as Microsoft Excel we can show you best practises of how to get the most out of your software whatever platform you use.

Learning Objective

​​In the SAM Course you decide which subject and you will learn the following

Bid Management

  • ​Evaluate if you are ready to bid

  • Tools to score a bid document before committing resources

  • Mapping the bid team

  • Dissect the tender documents and assigning responsibilities

  • Writing styles and readers knowledge

  • What should be in the proposal

  • Benefits before features

  • Complete Response

  • Contract Debrief

Customer Service

  • Customer Experience and Customer Service why they are different

  • Buyer and Seller Persona

  • Listening to what the prospect needs

  • Retention Vs Acquisition Cost

  • Why salespeople fear difficult customers

  • Forms of Communication

  • Customer Service Strategy

  • Crisis Management

  • Time Management

Sales Funnel, Pipeline

and Forecast

  • Differences of a funnel and pipeline

  • Prospect and deal scoring

  • Lifetime Customer Value (LTV) and Cost of Acquisition (CAC)

  • Forecasting and market influences

  • Sales Cadence

  • Measure, amend, implement

  • Reducing fall out rates

  • Increasing Win Rates

  • Attracting more prospects into the pipeline

Program Approach

Training is not a one and done, it is a lifelong process of being committed to sales excellence, knowledge of the tools, systems and processes and how to improve on the results. The approach Stephen McComb uses includes:

Customisation: For all closed courses we provided scenarios and content that are specific to your industry. We do our homework before the workshop and then tailor the modules to be most relevant and effective for your learning needs.

Tools: We provide the systems and processes that can be easily implemented by sales individuals and by the wider sales team.

Learning through Action: In the same way that a sports team practise and train before a game, we have participants put into action what they have heard and the notes they have taken.

Learning and Understanding: Salespeople are provided with a wealth of knowledge in the sales training documents along with best practises from leading organisations from across the globe.

Delivery

Sales Administration Management is an instructor-led training course over two full days. The course can either be held on your business premises or alternative at an external site such as a local hotel of your choice.

Sales Administration Management will also be held as public courses in the following cities in 2020. Abu Dhabi, Atlanta, Auckland, Belfast, Charlotte, Cork, Dallas, Denver, Doha, Dubai, Dublin, Fort Lauderdale, Kuwait City, Manama, Melbourne, Muscat, San Diego, Seattle, Singapore, Toronto and Vancouver

Please contact us for our schedule.

Modules

​​In the SAM Course you decide which subject and you will learn the following

Bid Management

  • Customer Requirement Identified

  • Opportunity Pipelined

  • Initial Qualification Model if you should bid

  • Can you provide a solution, and win?

  • Bid Resource Allocation

  • Do you need external support?

  • Value Proposition Development

  • Marketing Strategy

  • Pre-Proposal Planning

  • PQQ / RFI Submission

  • RFP / ITT Submission

  • Presentations

  • Clarifications

  • Win Strategy

  • Storyboarding

  • Proposal Writing

  • Solution Design

  • Commercial Strategy

  • Review and Approve

  • Production and Delivery

  • Samples and Prototypes

  • Negotiation

  • Award

  • Learning Review

Customer Service

  • Establishing a foundation of Customer Service Excellence

  • Outstanding Customer Service

  • Phone-based Customer Service

  • Writing Customer Service Emails

  • The Four Communication Building Blocks

  • Tonality and personal persona

  • Effective Listening

  • Building Rapport

  • Communication for Common Situations

  • Engaging with customers

  • Exceeding Expectations

  • Putting yourself in the customer's shoes

  • De-Escalating Intense Situations

  • Working with Upset Customers

  • Solving Problems

  • Creating Customer Value

  • Building a strong approach

  • Resilience

Sales Funnel, Pipeline

and Forecast

  • Sales Foundation

  • Understanding the difference in a sales funnel and pipeline

  • Why a sales forecast is important

  • The Sales Process

  • Define your market category and dynamics

  • Pipeline Structure and Stages

  • Using Quantitative Forecasting

  • Use Qualitative Forecasting

  • Use the sales funnel to close more sales

  • Review, Analysis and Essential Metrics for Pipeline Management

Research

Thousands of hours of research have been given to each training course along with Stephen McComb own sales experience which surpasses over 20 years. We draw on institutions like McKinsey, PwC, Roland Berger, Bains & Company and so many more to bring you the latest market thinking and statistical data. Leveraging company best practices, we examine industry success stories and strip back why failures occurred.

Stephen is currently writing his first book on sales – The law of the Sales Jungle, with the book, well underway in its first draft it is scheduled for release in May / June 2021.

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