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Consulting on Goldratts Theory of Constraints
Sales and Selling Management with
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Key Account Management Plan based on Goldratts Theory of Constraints
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About Delta Institute Switzerland
How we are
different
How we contribute
How we deliver
Our
Clients
Our Expert
Partners
Dieter Legat,
Bill
Woehr
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SALES MANAGEMENT WORKSHOP
UNBLOCK THE POWER OF YOUR SALES
FORCE: LEADING YOUR SALES ORGANIZATION TO TOP PERFORMANCE
Questions of modern, innovative sales managers - and answers given by this
program - What you will take home -
Prices - Dates -Download
program data sheet
SOMETHING IS WRONG
I set high sales
goals. I cut cost wherever I can. I have a modern reporting system. I give all
freedom to my sales managers. I work day and night. Still: I am not satisfied
with the results. How to lead my sales organization to achieve
significant, sustainable and profitable sales growth?
ANSWER: LEAD WITH PRINCIPLES OF
OPERATIONAL SALES LEADERSHIP
Operational leadership, defined.
Leading sales operationally.
QUESTION: HOW TO PLAN - TO CREATE OPERATIONAL SALES PLANS WHICH ACTUALLY DELIVER
MY GOALS?
How to plan my sales organization - this complex, dynamic organization and communities
of strong personalities - and of products, geographies, branches, key accounts
..... ? How to make sure that my plans actually will achieve my goal?
ANSWER: DEVELOP CONSTRAINT FOCUSED
OPERATIONAL SALES PLANS
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Setting the right sales goals.
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Understanding the sales system.
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Developing constraint focused
operational sales plans - on company level and for sales units - products,
geographies, segments, accounts.
QUESTION: HOW TO LEAD - TO MAKE MY SALES PLANS ACTUALLY DELIVER?
What should I
demand from my team to ensure that my sales plans actually deliver my goals?
What should I do myself?
ANSWER: LEAD EXECUTION OF
CONSTRAINT FOCUSED OPERATIONAL SALES PLANS
QUESTION: HOW TO ADJUST MY PLANS - WITHOUT CREATING HAVOC IN MY SALES
ORGANIZATION?
Which elements
of my plan do I really need to adjust when the sales situation changes?
ANSWER: CHECK AND ADJUST
CONSTRAINT FOCUSED OPERATIONAL SALES PLANS
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Methods for dynamic planning: PDCA, PSC,
OODA.
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Systematically checking operational
sales plans.
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Finding and resolving constraints.
Understanding
sales as a
complex dynamic business system,
tools for
leading the sales system to superior performance by focusing on systems
constraints.
Experience
Application for
the own sales leadership challenge.
09:30-10:00
Principles of operational leadership
10:30-12:00
Developing constraint focused operational sales plans
12:00-13:00
Lunch
13:00-14:00
Leading constraint focused sales plans
14:00-14:15
Break
14:15-15:30
Reviewing and adapting operational sales plans
15:30-16:00
DELTA T-Selling and how to implement it
WORKSHOP LEADER
Dr.D.Legat,
Managing Partner, Delta Institute Switzerland
PRICE
INCLUDES
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Food and
beverage at breaks and lunch
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Participant’s workbook
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Book THE
LOGICAL THINKING PROCESS (Dettmer), including free software TLT
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Book UNBLOCK
THE POWER OF YOUR SALES FORCE! (Legat, Woehr)
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Our
Seminars for Chief Sales Officers
Unblock the Power of Your Sales
Force!
German:
Feb.16, 2010, Vienna, Austria
English: March 2, 2010, Geneva, Switzerland
German:
March 18, 2010, Grosshartpenning, Germany
German:
April 20, 2010, Vienna, Austria
English; June 9, 2010, Geneva, Switzerland
DELTA T-Selling Consultants
School
April
12-16, 2010, Geneva, Switzerland
Our Books
Sales management with a system approach based on Goldratts theory of constraints
US$
31,90 / € 28,80 (plus shipment)
Details
Download Trial Chapter
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Leading Key Account Sales Organizations
US$
11,90 / € 9,- (plus shipment)
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Download Illustrations
Download Trial Chapter
Our Seminars
DELTA T-Selling
Consultants School
Oct 19-23, 2009
- in English
Geneva,
Switzerland
Unblock the Power of Your Sales Force!
September 22, 2009 - in English, Geneva, Switzerland
November 4, 2009 - in German, Linz,
Austria
Register
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Latest
edition July09
Protecting Sales in Times of Financial Crisis
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Unblock
the Power of Your Sales Force! 