Sales Mentoring Desk at VIA

On 01 June, 2016 from 5.00 pm to 6.00 pm at VIA

Speaker: Mr Sanjay Singh

Vidarbha Industries Association Sales Mentoring Desk  was launched at the hands of its President, Shri Atul Pande with much fanfare at VIA Hall.

A joint venture of VIA and Strategic Concepts India Pvt. Ltd, to set up a Sales Clinic at VIA, an initiative of VIA Entrepreneurship Forum.

Delivering the key note address  Shri Sanjay Singh, Chief Knowledge Resource, Strategic Concepts (I) Pvt Ltd, explained the need for recognizing the importance of Sales Management as a key differentiator in making a business model competitive.

Elaborating on the subject he said, whether one is looking at expanding the base of the customer pyramid or one is looking to serve the existing customer better it will involve a serious overhaul of the sales management and customer service models.

He went on to  explain the need to delve to look into minimizing the average cost of acquiring a new customer into the system by spreading your acquisition models over Reference selling, Cross selling, Up selling, CRM Sales and Key Account Management form of selling. He went on to explain that as high as 68% customers leave an existing supplier just because the seller did not bother enough about the customer. Customers are churning over to competitors and creating a lot of customer attrition issues for manufacturers.

Ms Mili Juneja, Associate Consultant, SCIPL,  explained  the process of registration for upcoming VIA Sales Clinic. The said clinic will be held every Wednesday at VIA premises by prior appointment.  SME owners can avail this absolutely FREE Service from VIA and seek the services of Subject Matter Experts on Sales Management like Shri Sanjay Singh and Ms. Mili Juneja. This strategic collaboration of SCIPL with VIA is a first one of its kind in Central India. The clinic promises to guide all SME’s in this area with a Think Tank on Sales and Marketing.

Shri Sanjay Singh, Sales Coach and Mentor is a nationally reputed Subject Matter Expert on Sales and Marketing. He is a visiting faculty for IIM Kolkota and also has the proud privilege of coaching brands like ICICI Bank, Godrej & Boyce, Lemken, Cahor, Osborne-Lippert, Grindmaster, Nestle, Airtel and Tata Indicom in the past.

Earlier in his Presidential address Shri Atul Pande said that the Sales Clinic is just a beginning of various such provisions are being made at VIA Help Desk to help SMEs. Mentors and experts to provide guidance in  HRD, Labour, Patents, Technology etc. are also available at VIA. Industries and start ups, entrepreneurs should take full benefit of these resources he said.

Shri Suhas Buddhe, Chairman of Entrepreneurship Forum introduced Shri Sanjay Singh and said that entrepreneurs especially Start ups must take full advantage of the facilities’ offered at VIA. He added that Marketing plays a vital role in any business.

Shri Ashit Sinha, Vice President , VIA delivered the Vote of Thanks and assured everyone present about the commitment of VIA towards catalyzing positive growth in Central India.


Frequently Asked Questions

  1. What is VIA Sales Clinic?

The Sales Clinic aims at providing a forum of Subject Matter Experts on Sales Management to the SME fraternity of Central India.

  1. What is the role of VIA in this clinic?

VIA Sales Clinic is an initiative of Entrepreneurship Forum which will focus on empowering SME owners with the “Science of doing Business” so that efforts are aligned towards growth of the enterprise as well as the region.

  1. Who are the resource persons in VIA Sales Clinic?

VIA has tied up with Strategic Concepts (I) Pvt Ltd for the sales clinic. Mr. Sanjay Singh, Founder, SCIPL will be the Chief Knowledge Resource for this clinic. Sanjay is a BE, MBA(Ohio) and is a nationally renowned Sales Coach.

He will be assisted by Ms. Mili Juneja, BE, MBA (IIM) and Mr. L Charles, MSc.(Stats.)

  1. What is the role of SCIPL in this clinic?

SCIPL, Strategic Concepts (I) Pvt Ltd, will engage VIA members during the sales clinic. They will provide the domain expertise and render all advisory functions on Sales Management in this clinic.

  1. What is the eligibility for participating in VIA Sales Clinic?

VIA has been kind enough to keep this forum open for all SME’s aspiring for growth and business development.

  1. What are the timings and periodicity of VIA Sales Clinic?

Post launch, all meetings will be with prior appointment.  Meetings will be preceded by email exchanges so that the meeting timing is fully utilized by all parties.

The periodicity of the meetings with a given individual will depend on the quality of homework done by the incumbent based on discussions of penultimate meetings.

  1. How many times can I participate in this VIA Sales Clinic?

There is no limit to the no of times that you can visit the Clinic provided you have a valid appointment for the same.

  1. What is the process of taking an appointment for VIA Sales Clinic?
  2. Send email seeking an appointment on email id
  3. You will be required to fill some forms and exchange some basic information
  4. You will get an appointment via email
  5. You must report for the appointment on time
  1. What will happen to my appointment if I do not turn up on time?

Punctuality is a pre requisite for participating in the clinic. If you are late for your meeting, the next person in queue will be given the time. People who are not punctual will be marked before giving another appointment. Preference will always be given to punctual applicants.

  1. What are the services, which are free in VIA Sales Clinic?

All advisory services on Sales Management are free in the Sales Clinic.

If advise of penultimate meetings are not implemented , further appointments will not be given.

  1. What are the paid services, if any, in VIA Sales Clinic?

The clinic is totally free of cost. Anyone demanding any fees in the clinic is a breach of trust and the same must be reported to VIA secretariat.

  1. What is the assurance that the confidential data shared by me in VIA sales

Clinic will not go to public?

The subject matter experts will never ask for your confidential data. They will always ask you to conduct some analysis on your data and share the analysis with them.

  1. The resource persons in the clinic will meet my competitors as well in VIA

Sales Clinic. How will I share my confidential business secrets with such resource persons?

You are requested to share only as much information as is required to solve your problem. Since the problem/ challenge is yours, you are the best judge to decide whether you can consult a doctor for the same or not.

  1. How can I benefit from the Sales Clinic?

Similar clinics in the past have benefited applicants in the following areas:

  • Lead Generation
  • Lead Engagement
  • Sales funnel Management
  • Sales Process
  • Sales Negotiations
  • Sales Structuring into a scientific model
  • The Price barrier
  • The Discount Dilemma
  • The Sales Preparedness of the team
  • Sales Incentives
  • Handling Key Accounts
  • Sales Compensation Tool Kit
  • Sales Metrics
  • Recruitment, Retention and Results
  • Monitor, Maintain and Measure Sales
  • Customer Service
  • Customer Satisfaction Index
  • Customer Service Recovery
  • Grievance Handling
  • Customer Relationship Management
  • Life-time Value of a customer
  • Think Tank for lunch, Relaunch, brands, positioning
  • Sales Strategy – The Go To Market plan
  • Sales Management
  • Award & Accreditations
  • Rewards & Recognitions in Sales

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