{"id":792041,"date":"2019-11-14T15:37:25","date_gmt":"2019-11-14T13:37:25","guid":{"rendered":""},"modified":"2020-02-13T14:18:58","modified_gmt":"2020-02-13T12:18:58","slug":"programa-rozvytku-z-upravlinnya-prodazhamy-2019-11-14-15-37","status":"publish","type":"tribe_events","link":"https:\/\/new.eba.com.ua\/en\/event\/programa-rozvytku-z-upravlinnya-prodazhamy-2019-11-14-15-37\/","title":{"rendered":"Development Programme on Sales-Management"},"content":{"rendered":"<p>Holacracy is another boring (and fashionable) Western management theory. There are a lot of negative examples and contradictions of its effectiveness  in the network. But it was like this before.<\/p>\n<p>EBA Management Development Centre together with <a href=\"https:\/\/whitesales.ua\/#\" target=\"_blank\" rel=\"noopener\"><strong>White Sales<\/strong> <\/a>launch an absolutely new <strong>Development programme on Sales-Management<\/strong> which is based on  the own experience of the creator of the company, cases of its customers and offers a unique product management that has gone through the stages from sales reorganization services for the business to the &#8220;White sales&#8221; philosophy, that brings happiness both to the customer and to the seller and prohibits cold calls, spam, tough negotiations, kickback schemes , etc.<\/p>\n<p><strong>During the programme you will:<\/strong><\/p>\n<ul>\n<li>get acquainted with automated sales tools: CRM, sip-telephony, cloud services;<\/li>\n<li>understand, how to work according to the \u201cKanban system\u201d for developing a sales algorithm based on it;<\/li>\n<li>get life-hacks and useful recommendations on management of the sales department: a flexible time, % of income for the whole team and abandonment from the hierarchy;<\/li>\n<li>understand how to create and update sales teams, introducing \u201cgreen\u201d and \u201cyellow\u201d sales departments into the \u201cred\u201d companies.<\/li>\n<\/ul>\n<p><strong>TARGET AUDIENCE<\/strong><\/p>\n<ul>\n<li>everyone who negotiates and takes part in the sale of expensive, complex, high-tech equipment, services, solutions, goods;<\/li>\n<li>sales managers;<\/li>\n<li>technical specialists involved in the negotiations (engineers, technologists, etc.);<\/li>\n<li>regional managers;<\/li>\n<li>commercial directors;<\/li>\n<li>sales department managers.<\/li>\n<\/ul>\n<p><strong>Module 1: Sales Holacracy &amp; System \u2013 <\/strong><span style=\"color: #ff0000;\"><strong>February, 13 2020<\/strong><\/span><\/p>\n<p><strong>Sales holacracy<\/strong><\/p>\n<ul>\n<li>Slavery? Why do companies use management originally from Ancient Egypt? Hierarchy, hourly rate wage, fines, basic salary, trainings, corporate parties.<\/li>\n<li>Evolution? Stages of development of organizations. How to develop a team in your company.<\/li>\n<li>Subconsciousness. Why are system and culture more important than knowledge and experience?<\/li>\n<\/ul>\n<p><strong>System<\/strong><\/p>\n<ul>\n<li>The social contract. Constitution, commandments, rules, standards that can replace a head.<\/li>\n<li>The Conveyor. The algorithm for building sales in the Kanban system. The client\u2019s path through the entire company (everyone sells in the company).<\/li>\n<li>Sales Book. What to do with any routine action: steps, checklists and scripts. Separation of a complex process into simple actions.<\/li>\n<\/ul>\n<p><strong>Module <\/strong><strong>2<\/strong><strong>: People and Tools \u2013 <\/strong><span style=\"color: #ff0000;\"><strong>February, 14 2020 <\/strong><\/span><\/p>\n<p><strong> <\/strong><strong>People<\/strong><\/p>\n<ul>\n<li>Structure. How to replace the hierarchy? What roles are needed? How to share responsibility?<\/li>\n<li>Motivation. Specific goals (no plans), fair payment (no basic salary) and transparent management (no fraud).<\/li>\n<li>Mentoring. System control, fixing system bugs and developing individual team skills.<strong>  <\/strong><\/li>\n<\/ul>\n<p><strong>Tools<\/strong><\/p>\n<ul>\n<li>Choice and implementation of CRM. Schemes, technical specifications and startup algorithm.<\/li>\n<li>All new calls (phone, messengers, email, forms) get to the Conveyor (in CRM), all subsequent ones are attached to transactions (in CRM).<\/li>\n<li>How to free the team\u2019s time and brain from routine and automate all operational processes: identifying needs, offers, correspondence, invoices.<\/li>\n<\/ul>\n","protected":false},"excerpt":{"rendered":"<p>Holacracy is another boring (and fashionable) Western management theory. There are a lot of negative examples and contradictions of its effectiveness in the network. But it was like this before. [&hellip;]<\/p>\n","protected":false},"author":2489,"featured_media":229101,"template":"","meta":{"inline_featured_image":false,"_tribe_events_status":"","_tribe_events_status_reason":"","footnotes":""},"tags":[],"tribe_events_cat":[15683],"class_list":["post-792041","tribe_events","type-tribe_events","status-publish","has-post-thumbnail","hentry","tribe_events_cat-regional-events-en","cat_regional-events-en"],"_links":{"self":[{"href":"https:\/\/new.eba.com.ua\/en\/wp-json\/wp\/v2\/tribe_events\/792041","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/new.eba.com.ua\/en\/wp-json\/wp\/v2\/tribe_events"}],"about":[{"href":"https:\/\/new.eba.com.ua\/en\/wp-json\/wp\/v2\/types\/tribe_events"}],"author":[{"embeddable":true,"href":"https:\/\/new.eba.com.ua\/en\/wp-json\/wp\/v2\/users\/2489"}],"version-history":[{"count":0,"href":"https:\/\/new.eba.com.ua\/en\/wp-json\/wp\/v2\/tribe_events\/792041\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/new.eba.com.ua\/en\/wp-json\/wp\/v2\/media\/229101"}],"wp:attachment":[{"href":"https:\/\/new.eba.com.ua\/en\/wp-json\/wp\/v2\/media?parent=792041"}],"wp:term":[{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/new.eba.com.ua\/en\/wp-json\/wp\/v2\/tags?post=792041"},{"taxonomy":"tribe_events_cat","embeddable":true,"href":"https:\/\/new.eba.com.ua\/en\/wp-json\/wp\/v2\/tribe_events_cat?post=792041"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}