ISM Nivelul 5 pentru managerii de vânzări
ISM Nivelul 5 pentru managerii de vânzări
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Obiective
Etică
Conducere
Managementul contului cheie
Strategie de marketing
Managementul relațiilor
Design Teritorii
Prognoza
Echipe de coaching, mentorat și motivare
Aptitudini
Management și Leadership
Coaching
Mentorat
Motivarea echipelor
Inteligenta emotionala
Rețele
Metodă
Ateliere
Huburi de învățare
Sarcini
Diploma Internationala ISM
Why
The Diploma in Sales & Account Management is aimed at more experienced sales individuals with 5 or more years experience working in a sales role. More specifically at this level, the individual would either be a sales manager in charge of a sales team, a sales professional responsible for key account management or an experienced sales individual who works in these roles as a combined position.
The qualification is designed to help you expand on your theoretical knowledge giving you the skill and knowledge needed to work towards a more senior or strategic sales role.
Facts
+150 Countries Recognition
+100 Years Tradition
+40 Competencies
7 Levels
+70,000 Members Worldwide
There are so many ways of doing business. One way to find out whether you are doing it right or wrong is to look around you and learn what the champions are doing. The revelation I had with ISM was that people coming from totally different industries can inspire each other, because fundamentally the challenges are similar. I find it a great opportunity to be so close to the people who have proved to be successful and to have them as tutors, it’s an experience that makes me feel richer with every training day. Bottom line, for me ISM is about sharing experiences, shaping each other and building relationships with great people.
ISM Level 5 Graduate, Head of Retail, Banking
Competencies
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Motivating & Coaching Sales Teams
This programme aims to have all in one place the methods and best practices we nowadays effectively use in deep motivating teams, creating a sales culture and making the most of each team member strength in relation to the company strategy. It touches also a simple coaching method to help plan your team coaching and mentoring strategy.
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Leadership
This programme aims to provide a practical tool in guiding you to design, communicate and enable your vision at team level. It actually reveals different leadership models as well as modern approaches whilst encouraging you to use the Situational Leadership offering you more flexibility and the team more control and authority.
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Key Account Management
This programme aims to support the development of your Key Account Strategy and internal policy to apply at a team level. The assignment will help you navigate through your entire clients list, define the KA criterias and create a plan for the potential 20% of clients whom would be providing the 80% of your revenue stream. Additionally there will be a plan for replicating the success with other territories or potential countries.
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Marketing & Digital Strategy
This programme aims to help participants integrate sales and marketing strategies. To do so the assignment is helping the sales manager to understand modern marketing strategies and digital strategies and correlate them with the sales strategy and objectives.
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Forecasting & Budgeting
In order to evaluate the impact of sales forecasting on organizational planning you need to understand the applicability and the usefulness in short, medium and long term the objectives and targets of your organization. This course aim is to provide the knowledge and understanding needed to prepare sales forecasts and budgets.
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Complex Problem Solving
An understanding of essentials business concepts help you understand your organization’s performance and equip you with the tools needed to spread head initiatives. Companies are facing complex problems every day. To manage this issues, large sets of information and know-how are used to define the right solution. Business need employees to question this information and use creativity and fresh perspectives to define the right plan of action. In order to address the challenge or a problem in a creative manner soft skills are essential to find not so obvious solutions.
Methods
Simulation
Gamification
Debrief
Case study
Collaboration
Work in small groups
Feedback
Role play
Group coaching
Collaborative learning
Energisers
Debate
Small group activities
Virtual Learning Environment
Presentation
Assignments
All ISM assignments are applied to your business. both on the long and short term.
Some assignments might take months to complete however once done they can be directly implemented as Company Sales Procedures and transforming your potential into results.