The BMF has launched its latest training programme, Essential Sales Management, which is set to help members foster the next generation of sales professionals.
Designed to support individuals looking to develop and manage a portfolio of customers, Essential Sales Management is the first BMF course to be accredited by the Institute of Sales Management (ISM). As a result, all those who successfully complete the programme will be awarded Executive Institute of Sales Management (EISM) status, with their first year’s fees paid.
The programme, which is equally relevant for BMF merchant and supplier members, has been devised by Reed Consultants, who are experienced sales trainers in the merchant sector. Explaining the programme, Sue Reed said: “Essential Sales Management teaches individuals how to manage a portfolio of customers. The techniques that are taught over the programme ensure delegates take this learning back into the workplace and implement it with positive effects being immediately visible. Delegates will be able to turn any customer objections into opportunities to make a sale.
“The course also helps delegates to understand how to manage their time and their overall wellbeing. Finding the right balance is key to ensuring you are an effective manager.”
Key features include:
- Questioning techniques so delegates are better able to qualify customer’s needs every time;
- Adopting quote preparation and chasing techniques that eliminate the price checkers and increase add-on/upselling opportunities;
- Planning and prioritising techniques that cut out the ‘time stealers’ and increase productivity;
- Account management/questioning techniques/telephone techniques to get past gatekeepers;
- Handling objections using a process to get back in control;
- Selling added value, customer relationship management and sales techniques that maximise margin.
At the end of each workshop delegates prepare an action plan that is SMART (Specific, Measurable, Achievable, Relevant and Time-based). Back at work the content and implementation is agreed with their line manager and at the next workshop they present their successes and challenges.
This accountability works well in a small group environment and the course is designed for between six and eight delegates. It is delivered over twelve months through three, three-day workshops, with a one-day induction to kick-start the process and a final day where delegates’ final presentations are assessed. Delegates also receive ongoing support from a dedicated talent development coach and mentor throughout the year.
The BMF’s Essential Sales Management, which is specifically geared to the building materials industry, is based on a programme developed by Reed Consultants for any young sales executive. As a proven course it has been accredited by the ISM. Dave Millichap, the Institute’s Corporate Account Director said: “Reed Consultants’ programme was officially endorsed by the ISM’s Education team in recognition of its high standard of content and delivery. I have spoken to a number of Sales Professionals who have completed the course and praised Sue for her support and dedicated approach to helping them progress in their careers.”
Essential Sales Management can be booked as an in-house programme, or individual delegates can join an open course at one of the BMF’s regional centres. To find out more, contact BMF Training Co-Ordinator, Paige Godsell on 02476 854989, or email paige.godsell@bmf.org.uk.
For further information, visit www.bmf.org.uk.
