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06-06-2019 (Singapore)

P31717 Data Driven Sales Performance
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Data Driven Sales Performance

6 – 7 June 2019 | Mandarin Orchard Hotel, Singapore

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Early Bird Rate: SGD 2,795 (SGD 200 off normal rates)
1 + 1 Super Saver! Register 1 Delegate and the second comes free.  Limited to Sales Titles Only

overview

Key Learning Outcomes

By the end of this course, the participants would be able to:

  • Understand what sales analytics is, the key ingredients for sustainable analytics, the analytics value chain & how it has been successfully deployed in in other organizations
  • Construct, design and measure Sales metrics, analyse sales related data, connect the dots, visualize and communicate analytics outputs
  • Develop a sales analysis framework through problem definition, hypotheses development and identification of data requirements
  • Understand and able to turn operational/strategic requirements into sales analytics questions & requirements, define problem statements and set analytics objectives
  • Build their own interactive Sales dashboards
  • Gain exposure to various data analytics and visualization techniques and tools
  • Gain practical data analysis skills with MS Excel

Who Should Attend

This workshop is essential for managers and professionals at all levels involved in Sales, Commercial, Marketing, Branding & Advertising; or those wishing to improve their understanding and fundamental skills in sales analytics. The course provides commercial executives across all industries and sectors a comprehensive guideline to designing, developing, monitoring and measuring the effectiveness of sales data metrics, framework, analytical tools and visualisation techniques to improve their sales pipeline, yield and overall performance.

Learning Approach

The workshop emphasises on the learning outcomes of key sales analytics principles and immediately applicable skills. A combination of lectures, discussions and interactions, as well as hands-on exercises are designed to enable participants to acquire those practical skills. Participants are required to bring their own laptops with MS Excel (2010 or later).

Real-life case studies and practical group exercise will illustrate how data-driven sales analytics should be designed, constructed, deployed and measured across a range of sectors and how you could apply to your business

pricing

Packages Price
2 Day Training$2995Early Bird

Early Bird Rate: SGD 2,795 (SGD 200 off normal rates)
Register and Pay on or before 12 April 2019

1 + 1 Super Saver! Register 1 Delegate and the second comes free.  Limited to Sales Titles Only

In-House Training
Save up to 40% off normal rates! (8 or more attendees)

Register 2 Delegates & the 3rd attends FREE!
Group rate is based on normal rate of 2-day main conference package only.
For Group Registrations, email register@ibcasia.com.sg or call +65 6508 2401

 

  • Special Group Discount pricing is applicable to groups of 2 or more delegates from the same organisation registering for the same event, at the same time.
  • Fee stated is the discounted price PER DELEGATE. Only one discount applies – either the early bird rate OR the Special Group Discount.
  • All fees stated include luncheons, refreshments and complete set of documentation. It does not include the cost of accommodation and travel.
  • A 7% Goods & Services Tax (GST) is applicable to all Singapore based companies for Singapore venue.
  • View payment terms and bank transfer details, click here »

trainer

Michael Lee

Associate, FYT Consulting Pte Ltd

Agenda

WHAT IS SALES ANALYTICS?

  • Sales analytics and its relevance to organization performance
  • A general introduction to key concepts in analytics; including the general applications and the potential of analytics to inform, explain and guide decision making
  • The Analytics Value chain and Foundations for sustainable analytics – understand what it takes to build analytics capabilities

CASE STUDIES

  • How some notable organisations have successfully deployed sales analytics to great effect
  • How to develop & apply sales metrics for your business sector

SALES MATRICS DESIGN

  • What, why and how
  • Popular sales metrics current used in the market
  • Efficiency, effectiveness vs impactful metrics
  • What metrics are intended to accomplish
  • Case study – Applications and impact of sales metrics in the IT Sector
  • Practical Application of business metrics design
  • Group and Individual Exercises to practice the principles of Sales metrics sign – Computer-aided exercise with MS Excel

SALES ANALYTICS FRAMEWORKS

  • Importance of frameworks in analytics
  • Mutually exclusive yet completely exhaustive frameworks allow organizations to break down complex issues into manageable parts and yet see the larger inter-connected picture
  • Case study – Connecting the Sales functions along the value chain to diagnose and formulate Sales Strategy

STATISTICS CONCEPTS FOR SALE ANALYTICS

  • Understanding the nature of data
  • Common analysis techniques, including trends analysis, regression analysis, etc.
  • Class Exercise using MS Excel Analysis (pivot table, descriptive, correlation, regression)
  • Understanding the capabilities and limits of analytics; misuse and abuse and other considerations

DATA VISUALIZATION AND STORYTELLING

  • Principles of Storytelling with data
  • Data Visualization tools & techniques
  • Demo of Visualization platforms
  • Class Exercise: Build Your Own Dashboard (MS Excel)

KEY MEASUREMENTS AND SALES PERFORMANCE MONITORING USING ANALYTICS

  • Align Corporate Goals with Sales KPIs
  • Understand the types of performance indicators through the Sales Life Cycle
  • Set MBOs (Management by Objectives) for key functions in the Sales Organisation
  • Develop Measurements and Analytics for each MBO and the Data Requirements
  • Monitor, Review and Setting Corrective Measurements
  • Group Discussion: Measure Sales performance, improve sales pipeline, yield per customer and increase revenue

BRINGING ALL TOGETHER: CAPSTONE BUSINESS CASE EXERCISE

  • Participants will work on a capstone business case study, designing and developing sales metrics through the sales life cycles
  • The final presentation, which should include the following: Problem statement, summary of findings (each supported by facts & analysis), and recommendations
  • Group Presentation & Discussion

when & where

06 - 07 Jun 2019

Mandarin Orchard Singapore, by Meritus
333 Orchard Road, Singapore 238867
Tel: +65 6831 6062 | Fax: +65 6737 3130
Mobile No.: +65 8298 9442
Contact Person: Tan Ai Li
Email: aili.tan@meritushotels.com
Website: www.meritushotels.com

On-site & in-house training

Deliver this course how you want, where you want, when you want – and save up to 40%! 8+ employees seeking training on the same topic?

Talk to us about an on-site/in-house & customised solution.

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