In an economy infested with contracting capital budgets, cynical decision-makers, and sales professionals with poor outlooks and morale, the predictable and often insulting sales methods and strategies relied on over the last couple of decades are not conducive to real growth. These methods commoditize your services and products resulting in your fee being the major differentiator. 

Your job as an effective manager is to increase the difference, or margin, between what it costs to produce your products and services and what you charge. There are generally two ways to increase your profitability: reduce the cost or increase revenue. This course will deal with both ways. 

Course Overview
This course is effective for both sales and operation managers since allows both parties to uncover the costs of producing, selling and delivering products and services and the pitfalls that reduce profit. The three-phased Profit Escalation Process incorporates strategies to cut costs and increase profit. 

Course Objectives
At the completion of the three phases of this course you will be able to: 

Phase 1:

• Assess real sales opportunities. 
• Explain how to refocus company performance standards. 
• List the components of achieving objectives to increase profits. 
• Describe the required daily tasks (output), behavioral modification, and behavioral tracking and sales data essential to increase profits. 
• Explain how discounting affects your bottom line and how to avoid the "lowest price" strategy. 
• Describe the strategic methods used in account development, by expanding your market share and targeting prospects that are similar to your best existing customers. 
• Demonstrate pipeline management techniques by applying:
  • Pipeline analysis 
  • Back-tracking of the sales process 
  • Sales opportunities process review 
  • Methods to increase profits from existing customers

Phase 2:

• Explain how assigning "Profit Escalation Officers" within your department can assist management in reducing costs and increasing profits.
• List some strategies to cut costs and increase profits.

Phase 3:

• List strategies to increase and sustain profitability by:
  • Selling add-ons
  • Following the "Five Percent" strategy
  • Utilizing incremental change to achieve an increase in profit

  This course will be delivered via a combination of the following:

  • Course content
  • Lecture
  • Questions that require individual and group participation throughout the course
  • Questions that require written responses regarding how to manage and reduce cost prohibitive activities and increase profit.
  • Checklists providing structure for post course reference
  • Discussion and explanation of the Call Debriefing sheet
  • Discussion and explanation of company-focused proposals vs. prospect-focused proposals
  • Lessons Learned assessment

  Click here to Contact Peak Performance now, or by calling 1-866-515-0794.