1. A three month six session open program
to Boost your sales performance
Strategic Sales Management
For Different Sales Situations
by

2. COURSE OUTLINE – STRATEGIC SALES MANAGEMENT
Are you facing these challenges in your business?
 Poor sales performance – fluctuating sales, low target achievement, long selling cycles, poor
price realizations and delayed payments.
 High dependence of a few key people or customers.
 Customers wanting to talk only to you or senior people in your
company.
 Demotivation, frustration and attrition in your sales team.
Design Logic:
 Sales is the most important function in any company. Nothing else happens unless a sale is made.
 Poor sales performance is a function of individual skill, sales process and the incentive
measurement in the organization. The three month program
focuses on all three areas of sales productivity improvement.
 Participants learn best when the 10 – 20 – 70 rule is followed.
10% learning happens in the classroom, 20% when trainees do
projects and the balance 70% happens thru on the job application
followed by reviews.
Duration & Methodology:
 Six Classroom sessions of four hours each over a three month period.
 Each session on alternate Wednesdays in week 2 and 4 in each
month.
 Venue – a hotel in the suburbs.
 Additional six telephonic or email coaching included.
 Each four hour session followed by an on the job assignment and post
training reading.
 Each session consists of videos, interactive activities and roleplays and presentations.
 Certificate for each participant on successful completion of the program.
 Additional eBooks and videos would be given to each participant at end of program
Program would be suitable for
 All BNI members, S P Jain (FMB, SYB) participants & other business owners.
 Also their partners, staff and leadership teams.

3. 3 |
Course Outline
The six sessions would cover the following:
Session
Competency
Developed
Learning Objective – By the end of the session,
participants would be able to:
Methodology
Session
One
Focus
a. Set personal goals.
b. Clarify Strategy – Approach to Market – Who is my
Ideal Customer?
c. Set a sales vision for the business / his team / his
territory.
d. Convert monthly target into Territory Action plan
with daily / weekly activities.
Tools 1 / 2 / 3
Session
Two
Following a
Structured
sales process
- ARROW
a. Approaching in a professional manner. Making a
professional phone call / email introduction.
b. R – Researching / probing Customer’s needs and
challenges.
c. Creating a high performance culture in the team.
Tools 4 and 5
Session
Three
& Four
ARROW –
Continued.
a. R – Researching Customer’s needs. Increasing
urgency to speed up the buying process.
b. R - Representing the product in a smart way.
c. Making a professional presentation / proposal.
Tool 6 & 7
Session
Five
ARROW
Selling
process &
POWER
Negotiator
a. O – Handling objections.
b. W – Winning during closing.
c. Positioning the company in the customer’s minds.
d. POWER Negotiator – Negotiation skills
Tool 8, 9 & 10
Session
Six
POWER
Negotiation
Skills
a. Practicing negotiation tactics and counter tactics.
b. Designing the right compensation system.
c. Running an inspiring sales meeting.
Tool 11 & 12

4. 4 |
About Direction One Consulting Pvt Ltd / Maneesh Konkar
Direction One Consulting is a training consultancy started by Maneesh Konkar in 1999.
Maneesh is an MBA from IIM Bangalore (1995) and after working in ITC in the Sales function, he
started his training career with the IT industry at TCS. Since then he has trained thousands of
young leaders at various companies in the areas of Sales, Leadership, Managerial Effectiveness
and Finance. A partial list of clients appears below. Just recently he has also written a book
“Young Leaders at Every Level”. For a complete profile refer to Linked in. He also writes the
blogs “Young Leaders at Every Level” and “Strategic Sales Management”. He can be contacted at
+91 9820503710 & maneesh@directiononeonline.com
“……provides useful tips on how to manage your career, yourself
and your relationship at work in an easy to read and engaging
manner”. Sanjeev Bikhchandani, CEO Info Edge (naukri.com)
……….a very practical guide to leadership, purely based on
experience. I personally found this book very effective and I am
sure that this will aid the development of young leaders.
Milind Apte. Head HR, Godrej Hersheys
“……. combines perspectives to help you discover who you are,
what matters most, and where you are headed - before you plan
your next move.” S Raghunath, Professor of Corporate
Strategy, IIM Bangalore

5. 5 |
Investments:
The program would be most useful when the business owner attends along
with his key leaders.
The investments (payable in advance) would be as follows:
Rs 30,000 per person for the full six session (three month) course.
 Rs 7500 for a single session.
 Rs 19500 for three sessions.
 10% discount for three or more members from one company.
 Additional 10% discount for BNI or S P Jain participants (FMB + SYB) and staff totaling
more than 10.
 Service tax 12.36% extra.
 All above investments are per person.
 Payment options – cheque, net banking or credit card.
To register your seat, please write to maneesh@directiononeonline.com or call on
9820503710.