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Training

Managing the Sales Effort

Learn effective sales planning to achieve financial objectives and learn how to measure sales performance.

Course Objectives

After the course participants will be able to:

  • Understand the relationship of the sales plan within the context of the overall business plan
  • Recognise the difference between a strategy and a tactic and how they achieve the financial objective
  • Target the right business to achieve the sales strategy
  • Write strategic sales plans that are focused and realistic
  • Communicate the sales plan to the whole business in a simple and engaging manner
  • Use the sales plan to identify actions for day-to-day sales activity
  • Measure sales performance to identify sales capability and any gaps in the business.
  • Understand the role of sales performance management to gain market share and improve profitability

Areas Covered

  • Strategic Sales Planning
  • Writing a sales plan for your business
  • Measuring Sales Performance
  • Managing Sales Performance

Target Audience

Everyone responsible for managing the sales function

 

Accommodation rate:  £99 incl Continental Breakfast, contact Jessica Pollock on jpollock@londonregency.com tel no 0207 370 9705

Course Feedback

Course Details

Course LocationLondon
The Regency Hotel
Course MapMultimap Link
Course Cost - Members/Partners£149.00 excl. VAT
Course Cost - Non Members/Partners£195.00 excl. VAT
DateThursday 07 Oct 10
Start Time09:30
Finish Time17:30
Course Duration1 Day
Course StatusAccepting Bookings
Max No.'s on Course16


Trainer: Ms Helen Sandman
Telephone:07769 653039
Fax:01225 833535
Email:info@mgtrainingsolutions.com
Website:www.mgtrainingsolutions.com

Trainer Profile – Helen Sandman

Helen started her career on Forte Hotels Graduate Training Scheme specialising in sales. After working on property for two years followed by a spell travelling, Helen returned to the UK and joined the agency sector. She enjoyed 12 years at Inntel mainly in the role of Business Development Director before moving to RAND in a similar role in 2001. RAND was acquired by Zibrant in August 2006.

Helen has moved with changes in the industry the most significant being globalisation, increasing competition and the emergence of the active role of the procurement and travel manager. With sixteen years of tendering experience from an agency perspective, Helen draws on her extensive knowledge ranging from the simplistic early pitches in 1993 with public companies such as British Rail through to more complex end-to-end solutions such as that required by British American Tobacco in their 2006 event management outsource project.
 
Since 2004, Helen has also worked as an Associate Trainer with MG Training Solutions, who specialise in hospitality sales training for hotels, venues and other related organisations. MG’s success is based on its core principal of relating all training to real world scenarios hence many of its trainers actively work in the hospitality industry. Recent training projects that Helen has been involved with include Hilton, Conrad, Jury’s, MacDonald, De Vere, Marston and Paramount Hotels.
 
Helen lives near Cirencester, she is married with one daughter who is very well practised at ‘open questions’ – especially ‘why Mummy?!’           


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