On Wednesday, 3rd September 2014 was the first day of training for sales excellence. Training which is led by Mr. Ibnu Windarta as a speaker, followed by around 36 participants consisting of our sales team and marketing team from Jakarta, Surabaya, Makassar and Bandung.
On this first day, the training is more focused about the introduction of steps by steps concerning sales excellence, and also discussed about the sales activity in which part of the sales activity is email, phone, customer visit, etc.
On this first day of training, Mr. Ibnu not only explain existing topics for all the trainers, but provide case studies in each group were divided into 5 group. Each group is given of the cases and should be solved based on the example of their customer data. Later, they have to sent their representative to present the results of group discussion.
Thursday, 4th September 2014 was the second day of training. On this second day, the topic is more focus on opportunity. We discuss more deeper about Opportunity Temperature Tools, Sales Excellent KPI, and Pipeline analysis.
This day, we still held the case studies of the 5 existing groups. The cases refers more to how to implement the pipeline and KPIs based on what we discussed previously at the forum.
On the last day of training, Friday, 5th September 2014, we continued discussing how to syncronise our activity CRM with Outlook. This is very helpful because our sales team could have a more regular schedule and updated.
Then there are a tasks for each group regarding customer quotation offers. In this case study, the representative of each team are asked to presenting themselves as represent of Grundfos and the colleagues are like unto a customer.
This session quite exciting because this Q and A session was more alive. There is a lot of response from colleagues who positioned themselves as a customer and they actually provide a lot of questions and comments as they experienced from each costumer. So this exercise looks more real to they reality.