Public Sector Sales
Governments spend vast amounts of money procuring goods and services. Complex rules dictate their buying process to ensure that taxpayer’s money is spent wisely, yet some Public Sector suppliers perform much better than others do. Offering the best value does not always lead to a contract.
Because of the intricate procurement procedures imposed on government users and their suppliers, even the best sales people may not be equipped to excel in the Public Sector.
Public Sector Sales is an advanced training course that deals with the written and unwritten rules affecting those who sell to national and local governments. It addresses challenges faced by Public Sector sales people.
- Up to four half-day or two one-day sessions spread over several weeks or delivered consecutively
- Post session exercises, practise assignments, and reviews reinforce learning and help establish best practice habits
- Tools, templates, frameworks, and examples act as aid memoirs, save time, and aid adoption of best practice methods
- Managers have more time to focus on results because they have less need to fulfil the role of coach and trainer
- Increased job satisfaction reduces sales staff churn, increases performance, and reduces costs
- Wider adoption of best practice behaviours, habits, and methods increases sales productivity, consistency, and results
Who Should Attend
Experienced Public Sector sales people will gain new ideas and insights from this course. Hearing about the experiences of others on the course and reminders about things that have fallen into disuse will further expand the value of participation. Sales people who are transitioning from the commercial sector, or who are beginning a Public Sector sales career will gain knowledge and methods that are essential to their success. Sales managers, who are new to the Public Sector, will learn about the knowledge, habits, and practices that their teams should be using.
Programme Objectives
- Study how to create relationships that add value to the bid process
- Provide a method for reliable qualification and forecasting of Public Sector opportunities
- Learn how to identify who will make the decision and how they will choose the supplier
- Discover how to identify competitors, anticipate what they will do, and counter their initiatives
- Explain how to retain control and influence when the bidding process begins
Public Sector Sales 2 Day Course
Fees range from £980 for places on a public course down to £670 per person for an in-house programme, depending on numbers. Self led study with coaching support is available for £390.
The Course Includes a preparation guide, in course materials, planning and preparation tools, progress assessments, ongoing performance tips, and career long support. All fees exclude applicable VAT.
For large numbers we offer a licensing and certification option to enable self delivery of this course. To find out more, please use the contact form here. Alternatively telephone +44 (0)118 933 1357 or send email to info@salessense.co.uk