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Sales Academy - Coggle Diagram

- - - - Know each role's KPIs and expectations
      - Know where all this information is found and how to follow up
      - Understand how the performance evaluations are being conducted and computed
    - - Lecture
  - - - Know where to find them and how to collaborate using them.
      - Activity Calendar
      - Learn the procedure details of issuing invoices and collection.
      - Learn the company's internal policies and processes such as the Employee Handbook, rights and responsibilities, Leaves, HR and personnel regulations, warnings, terminations, grace periods, probations, approval cycles, submission of papers, and authorizations, etc.
      - Internal Systems Utilization
    - - Admin and HR related processes
      - Sales Related processes
    - - Lecture
  - - - Understand today's products and services that the company offers
      - Learn the unique selling points of Bakheet
      - Understand the industry that Bakheet caters for
    - - Lecture
  - - - Lecture
    - - Go through the Group's sub-entities
      - Know the current Organizational structure
  - - - Learn how to own a consultant role to be a go-to advisor to your clients
      - Learn what is being Client-Centric and its strategic importance
      - Learn how to be Solution-Oriented, creative, and think outside the box
      - Learn Bakheet's New Sales Process
      - Structure department, different roles , responsibilities, spirit mindset
    - - Live Event, Self-Learning
  - - - Lecture
    - - Understand the culture and values within the company and their importance
      - Be introduced to the company's business strategy, its market, and potential
      - Understand the Group vision and mission
- - - - Distinguishing between high-potential prospects and those less likely to convert
      - Know the strategic assessment criteria (budget, authority, needs, etc)
      - Learn advanced methods for evaluating leads
      - Understand the client decision making process
    - - Lecture, exercise
  - - - Pitching Using a Compelling Story
      - Positioning Bakheet as a Solution Provider
    - - Lecture
      - Exercise
    - - Be a partner, not a supplier
      - Introduce the aftersales service
      - Justify value and price
      - Log in the opportunity to the CRM
      - Create a tailored and solution-oriented proposal
  - - - Live Event
      - Doing
      - Self Learning
      - Self Learning
    - - Following a Structured Approach for the Meeting
      - How to Better Ask Questions
      - Open the Meeting with Building Rapport
      - Active Listening & Effective Questioning
    - - Proper Basic Qualification
      - Be an advisor on how to manage their products
      - Building Rapport and relationships with the project's stakeholders, new bidders, and clients.
      - Know your status against your competition
      - Understanding the Phases in Projects and their Related Solutions
      - Winning Probability calculation and effective forecasting
      - Know how to scout for contractors and bidders.
  - - - Negotiation Into Action
      - Sensing Politics
      - Achievement of Results
    - - Lecture
      - Doing
      - Webinar
    - - Assess Alternatives
      - Working towards successful results
      - Alleviation of Risk
      - Price Negotiation
      - Understand client urgency, the existence of products
  - - - Introduction to the methods of gathering leads (i.e.,venturesonsite)
      - Understand the Lead Generation Process and how to master it
    - - Lecture
  - - - Internal Operations during and after-sales
      - Understand the SOPs of sales
      - Rules and Guidelines to follow (i.e. transfer of account, eligible discounts).
    - - Lecture
- - - - Live Event, Self-Learning
    - - Learn how Science can help Improve Sales Performance: on Strategic, Process, and Productivity Level.
      - Understand Pipeline Management and Importance of Forecasting
  - - - Self Learning
    - - Time Management and Efficiency
      - Preparation is the key
      - Analytical Thinking
      - Adaptability & Flexibility
  - - - Self Learning
    - - Learn how to change from Passive to Proactive
      - Learn the importance and how to Focus, Demonstrate Enthusiasm, and Persistence.
      - Self Motivation
  - - - Live Event, Self-Learning
    - - Leading without a Title
      - What is Leadership
      - Why Is Sales Important: Leadership in Sale
  - - - Live Event, Self-Learning
    - - Its positive impact on your opportunities and company position
      - Develop the mindset of the importance of building relationships in this industry
      - Trust
- - - - Stakeholder mapping and engagement
      - Effective communication and rapport-building
      - Conducting needs assessments and understanding pain points
      - Setting strategic goals and objectives
      - Tailoring solutions to address specific customer challenges
      - Creating a customized value proposition for key accounts
    - - Workshop
  - - - Build an action plan to cater the goals and objectives
      - Aligning company goals with customer goals
      - Execute the needed activities with the right stakeholders
    - - Workshop
  - - - Lecture
    - - Build the stakeholder heat map
      - How to create a communication plan
      - Categorization and prioritization of stakeholders
  - - - Innovation and Continuous Improvement
      - Cross-Selling and Upselling
    - - Workshop
  - - - Lecture
    - - Benefits of effective KAM for both the organization and the client
      - Definition and importance of key account management
      - Identifying Key Accounts
      - Introduction to Key Account Management
      - Criteria for selecting key accounts
- - - - Difference Between a Sales Organization & Good Group of Salespeople
      - Forecasting & Pipeline Management
      - Science Into Sales
      - Defining & Adopting The Sales Strategy
    - - Self Learning
      - Workshop
    - - Managing a sales organization and not a team of salespeople
      - How to Stop Guesstimating Your Sales Forecasts
      - Understand the Science of Sales Force Productivity
      - Effective Account, Key Account, and Pipeline management
  - - - Selection & Assessment
      - Performance Management
    - - Workshop
    - - Apply an effective Hiring Process, Selecting, Assessing, and Onboarding
      - How to retain, evaluate, and develop your salespeople
  - - - Coach VS Mentor/Manager
      - 6 Universal Principles of Coaching
      - What is Coaching and the Role of a Coach
    - - Lecture
  - - - Leading Through Vision & Values
      - Creative Problem Solving
      - Managing Disciplined Sales Execution
      - Team Motivation
      - Sales Leadership VS Management
    - - Workshop
      - Self Learning
  - - - Management Styles / Types of Sales Managers
      - Managerial Responsibilities of a Sales Managers
      - Introduction to The New Role of Sales Managers
    - - Lecture
- - - - Application of Road Equipment
      - Technical Specifications of Road Equipments
    - - Lecture
      - Lecture, Self Learning
    - - What needs does Bakheet equipment value and cover.
      - The keypolayers in this area and competitors
      - Different types and methods of application with the related comparison.
      - Know the Road Equipment technical details and usage
      - Understand what is Road Equipment, its usage, multiple types, and methods of application.
      - Know the spare parts and full maintenance information
  - - - Know the Earth Moving equipment technical details and usage
      - Know the spare parts and full maintenance information
  - - - Application of Concrete Equipment
      - Technical Specifications of Concrete Equipments
    - - Lecture, Self Learning
      - Lecture
    - - The keyplayers in this area and competitors
      - Know the concrete equipment technical details and usage
      - What needs does Bakheet equipment value and cover.
      - Know the spare parts and full maintenance information
      - Different types and methods of application with the related comparison.
      - Add part the access to the supplier catalog & portals -- Wirtgen has a product portal with lots of brochures, datasheets etc..
      - Understand what is Concrete, its usage, multiple types, and methods of application.
  - - - Know the Light Equipment technical details and usage
      - Know the spare parts and full maintenance information
- - - - How clients perceive value before purchasing
      - How they compare suppliers and evaluate service
      - How clients compare suppliers and solution providers
    - - Lecture, Self Learning
  - - - The Stakeholders and Influencers
      - What is the degree of salespeople accessibility to each player
      - Know the different Key players in the client buying journey
    - - Self Learning
  - - - Lecture, Self Learning
    - - Client Classification by Bakheet
      - Customer language and needs
      - Deeper Knowledge of this Industry
      - Understand the client's buying journey