The program covers key strategies for conducting comprehensive market and competitive analysis, developing long-term sales plans aligned with organizational goals, and implementing continuous process improvements. It emphasizes data-driven decision making, communication and sales leadership.
Participants will learn to identify market opportunities, enhance sales productivity, and foster a high-performance sales culture to achieve sustainable sales in the country.

MAIN TOPICS:
Conducting situational analysis and prioritizing strategic sales opportunities

Working with key sales performance indicators to track and analyse performance

Aligning sales incentives with strategic objectives

Mastering principles of team building, communication, leadership and motivation

This module is designed to enhance the skills of managers in coaching and delegating within their sales teams. It highlights the significance of structured coaching processes and their impact on improving both soft and hard skills. Participants will learn to set performance benchmarks and learn to conduct meaningful coaching sessions.
By mastering our proved coaching approaches and techniques, participants will be fully equipped to drive their sales teams towards achieving outstanding levels of performance and success.

MAIN TOPICS:
Establishing clear, simple and effective coaching process in company

Running structured coaching meetings which deliver outcomes and motivate at the same time

Mastering the art of delegation

Preventing and managing burnout and demotivation

This comprehensive module provides a complete roadmap for transforming a sales territory into a high-performing business unit. Participants will learn to master everything from on-the-ground territory analysis and customer segmentation to high-level strategic planning and resource allocation. The result is a clear, actionable business plan that drives sustainable growth and market leadership.

MAIN TOPICS:
Where you are, where you can go – designing balanced territories to utilise their true potential

Knowing your customer –profiling, segmentation and targeting done with precision and impact

Your team’s true power – evaluating sales member’s competencies and activities for achieving peak performance

The plan – setting objectives, allocating resources and building a clear, professional territory business plan

From plan to loyalty – optimizing Sales Force-Customer interactions to drive long-term success

This essential training module for regional sales managers covers topics including the analysis of business results, assessment of territory potential, evaluation of sales team competencies and activities, setting sales objectives and plans and resource allocation.
Participants will learn to analyze sales dynamics, understand regional market trends, set SMART measurable goals, strategically allocate resources and prepare professional regional sales plans to drive long term, sustainable business success.

MAIN TOPICS:
Introduction to Business Planning

Analysing Business Results and Potential of Territory

Analysing Competencies & Activities of Sales Representatives

Setting Sales Objectives and Allocating Resources

Creating Regional Sales Plans

This training module is tailored to enhance the communication and selling skills of Sales representatives and Key Account Managers when engaging customers.
Participants will master all key phases of a sales visit and how to navigate each phase with a benefit-driven approach. Through practical exercises and proven techniques from Cemicky Trainings & Consulting, participants will master the art of delivering compelling, benefit-focused messages that resonate with HCPs, ensuring effective and impactful interactions.

MAIN TOPICS:
The Changing Paradigms in Sales Rep’s Communication with customers

Preparation for the Visit and the Opening Phase

The Probing and Supporting Phases

Advantages, and Benefits of our solutions

The Closing Phase

This specialized training module addresses all essential facets of modern Key Account Management. It covers both the process-oriented, analytical, and managerial dimensions, as well as the crucial soft skills required for effective communication and long-term relationship management with clients.
Equip your Key Account Managers with top-tier knowledge and skills, enabling them to excel in their strategic roles and drive your organization toward achieving its full business potential.

MAIN TOPICS:
Foundations of Key Account Management

Strategic Analysis and Planning

Effective Collaboration and Stakeholder Management

Building and Maintaining Relationships

Handling Challenges and Conflicts

The importance of leading experts in a modern industry is undeniable. They help to shape practice in their field by conducting research, publishing articles, and lecturing on the most effective approaches. These experts possess a unique level of credibility, stemming from their practical experience and professional affiliations.

A properly implemented collaboration with key opinion leaders allows your company to be perceived by its client base as a progressive and reliable partner. This also establishes the basis for successful, long-term professional relationships.

MAIN TOPICS:
Meaning, Characteristics, and Scope of KOL Management in the 21st Century

Process of KOL Management

Maintaining Long-Term Relationships with KOLs

Handling Challenges and Conflicts

Interaktívny tréningový kurz „Adaptácia na ľudské typológie (DISC systém)“ sa ponára do systému ľudských typológií a ich významu v profesionálnej komunikácii. Program pozostáva z troch modulov, z ktorých každý je navrhnutý tak, aby zlepšil komunikačné zručnosti a medziľudské vzťahy účastníkov v pracovnom prostredí.
Pochopením a prispôsobením sa rôznym komunikačným štýlom budú účastníci lepšie vybavení na zvládanie rôznych situácií, riadenie konfliktov a budovanie vzťahov (rapport) s kolegami, klientmi a partnermi.

MAIN TOPICS:
Introduction and Self-Understanding

Understanding Others

Adapting to Others

In today's competitive business environment, building lasting relationships with clients is crucial yet challenging. The key lies in recognizing that customer loyalty evolves over time and requires tailored communication strategies at each stage of development. Central to this training is the emphasis on ethical business practices that build trust and credibility – essential components of any long-lasting professional relationship.
The program goes beyond theory, offering practical approaches to guide clients from initial awareness to becoming active brand advocates.

MAIN TOPICS:
Understanding Customer Loyalty Evolution

Tailoring Communication Strategies

Cemicky Trainings & Consulting, Vinicna 38, 841 10 Bratislava, Slovakia

+421 911442412

tibor@cemicky.com