Your database, Your potential. Sales training for Customer Advisors.

New Motivations has been supporting organizations in the development of employees, leaders, and teams since 1996, focusing on solutions that work in practice. They work with organizations in a way that ensures change is visible in daily operations, not just at the level of declarations. They engage in team processes, organize work methods, and help people grasp context more quickly, make decisions, and take responsibility for results. Instead of one-off actions, they build solutions that remain within the company and start to work without ongoing external support.

This practical workshop shows how to effectively use the existing customer base as a source of new sales opportunities and long-term business relationships. The training develops the skill of systematic work with clients, planning sales activities, and utilizing data collected in CRM to build valuable contacts.

Participants learn to identify the hidden potential in their customer base, segment contacts, plan actions based on sales goals, and conduct regular activities that increase customer engagement. The program also strengthens motivation to work with the database and shows how to translate daily actions into concrete business results.

• For salespeople responsible for developing relationships with clients and achieving sales goals.
• For account managers and client caretakers working on their own client portfolios.
• For advisors and sales consultants using CRM in their daily work.
• For individuals who want to increase the effectiveness of sales activities without the need to acquire only new clients.
• For organizations that want to better utilize the potential of their existing customer base.

• Strengthening motivation for systematic work with the customer base.
• Building conviction about the value of actively managing client relationships.
• Developing skills to identify sales potential in the customer base.
• Learning to segment clients and plan actions tailored to specific groups.
• Improving the use of CRM as a tool supporting sales.
• Building effective strategies for contacting and activating clients.
• Developing skills in planning, monitoring, and optimizing sales activities.
• Strengthening a proactive attitude in daily sales work.

Benefits for the Organization

• Better utilization of the potential of the existing customer base.
• Greater activity of salespeople in developing relationships with clients.
• Increase in the number of valuable contacts made by the sales team.
• Improvement in the quality of data and contact histories maintained in CRM systems.
• Greater predictability of sales activities through planning and monitoring activities.
• Better utilization of sales opportunities hidden in the current client portfolio.
• Development of a work culture based on systematicity, responsibility, and consistency of action.
• Increased sales effectiveness without the need to focus solely on acquiring new clients.

Benefits for the Participant

• Development of skills in planning and organizing work with the customer base.
• Better understanding of the sales potential of their own client portfolio.
• Learning practical methods of client segmentation and prioritizing actions.
• Increased effectiveness in using CRM in daily work.
• Ability to build contact and sales action plans.
• Greater confidence in conducting conversations with clients and initiating contact.
• Development of habits related to monitoring their own actions and results.
• Familiarity with tools supporting self-motivation, planning, and systematic achievement of sales goals.

Module 1. Internal Motivation in the Work of an Advisor

• What do I like and what motivates me in my work?
• The role of development, sense of belonging, and clearly defined goals in maintaining a high level of motivation.
• The process of systematic self-motivation in the work of an advisor (Initiation, Direction, Maintenance, Conclusion).

Module 2. Proactivity in Working with the Customer Base

• Sharing experiences in the context of working with databases.
• Manifestations of proactive behaviors in working with the database.
• The art of taking notes and maintaining contact histories in CRM.
• Client segmentation based on information obtained from the database (Client Potential Matrix).
• Activating "forgotten" clients.

Module 3. Client Contact Strategy

• The goal of contact - delivering new value in every contact with clients.
• Avoiding "empty calls".
• Differentiating communication channels (phone, email, social media).

Module 4. Planning Your Actions with the Database

• Action calendar - effective planning of contacts (day, week, month).
• Monitoring the effectiveness of your actions and optimizing them (PDCA).

Module 5. Summary of the Workshops and Invitation to the Implementation Task.

• Action plan - what will I change, do differently, what will I do less, more in the coming week?

3.5 hours

• 1 workshop (3.5 hours)
• training materials
• training facilitation
• training needs assessment
• personalized certificate in pdf
• online evaluation survey
• summary report from surveys