Lead to Succeed: Workshop on Sales Mentoring

Introduction

Sales mentoring is not simply answering questions and giving advice; it requires a unique set of skills and practice. This entails a one-on-one relationship-focused approach where experienced sales professionals guide individuals or teams in improving their sales skills, strategies, and overall performance. It’s a long-term commitment that involves sharing knowledge, experience, and insights to support the career growth of mentees. Mentors help mentees navigate challenges, set goals, and build confidence in their sales abilities.

Sales mentoring for working people should focus on practical skills and strategies, including goal setting, time management, and effective communication, while also acknowledging the challenges and sacrifices of balancing work and personal life. A successful mentoring programme will provide support, guidance, and encouragement to help mentees overcome obstacles and achieve their career goals. Sales mentor is an experienced and successful sales professional who provides guidance, support, and coaching to salespeople, typically with the goal of helping them improve their sales skills and achieve greater success in their careers.

Content

1. Sales Fundamentals Review:
? Understanding the sales process (lead generation, qualification, presentation, closing),
? Identifying customer needs and building rapport.
? Handling objections and closing deals.
2. Skill Development: Mentors help mentees enhance their sales skills, including techniques, strategies, and negotiation tactics.
? Understanding the Sales Process
? Negotiation Techniques: Mentors can guide sales executives in negotiating deals with customer, ensuring the best possible outcomes.
? Pipeline Management: Tracking and managing the flow of sales opportunities.
? Qualifying Leads: Identifying which leads are most likely to convert into customers
? Familiarizing mentees with the stages of a sale, from lead generation to effective closing techniques
? Importance of building strong relationship

3. Goal Setting and Achievement: Mentors guide mentees in setting clear, achievable goals and support them in reaching those objectives.
4. Challenge and Support: Mentors provide a safe space for mentees to discuss challenges, learn from mistakes, and receive encouragement.
5. Career Growth: Sales mentoring helps mentees develop their overall career trajectory within the sales field, fostering a deeper understanding of the industry and its dynamics.
6. Characteristics of Excellent Mentors
? Knowledgeable, Good listener/sounding board, Ability to give honest constructive feedback, Willing/able to devote time to developing others

Takeaways:

1. Mentors can teach sales executives how to build strong relationships with customer, leading to repeat business and referrals
2. Stronger customer relationships cultivated through mentoring can lead to higher customer retention rates
3. Negotiation Techniques: Mentors can guide their juniors in negotiating deals with customers, ensuring the best possible outcomes
4. Increased Confidence: Mentorship builds confidence in selling high-value products or services

Training Methodology:

Active, retention-oriented training methods like Role Play, Case Study, Discussion, Simulation and Games will be used.

Speaker Profile:

Dr. Lata Shetty is the founder of Mainstream HRD Training Centre. She has conducted more than 70,000 batches in more than 150 companies and organizations with 25 years of experience. Her qualification is B.Sc., M.S.W, and Ph D from Tata Institute of Social Science, Certified NLP Practitioner. Dr. Lata Shetty is a Resource person at the Bombay Chamber of Commerce and Industry since the last 20 years. She is a regular faculty at several training centers of financial institutions like SPBT and BSE. She was a Columnist in Lok Satta – Lok mudra on HRD topics for 2 years; a Faculty at Orchid a Finishing School; faculty at Tata Institute of Social Science, visiting faculty at Somaiya Institute of Management. Worked as Head of Welfare Department in Godrej & Boyce for 4 years.

Training Style and Employee Level covered:

She has worked with immense success because of her Innovative, Energetic, Engaging style of training. Dr. Shetty has covered all levels of employees ranging from senior managers, middle management, Professionals like Chartered Accountants (ICAI in Bandra Kurla Complex, Mumbai), Medical Doctors in Corporate hospitals and such others.

Contact Details :

Ms. Shruti Rathod
Email : shruti.rathod@bombaychamber.com
Tel : 61200268