Rebuilding How Your Sales Team Actually Sells

Re-Engineering Sales Process

A Diagnostic-Led Workshop That Fixes the Process Before Adding New Tactics
“No amount of sales technique training fixes a process that is broken at its foundation.”

When sales results are inconsistent, the instinctive response in most organizations is to send the sales team to a motivational workshop or a closing-techniques seminar.

This rarely works, because the real problem is usually upstream of technique.

If prospecting is unfocused, if there is no consistent way of qualifying a lead, if every salesperson follows their own personal sequence from first contact to close, then no amount of individual skill can compensate for a process that leaks opportunity at every stage.
Re-Engineering Sales Process is IKTAR’s diagnostic-first sales program. Rather than starting with technique, it starts by mapping your team’s actual current sales process, stage by stage, and identifying precisely where opportunities are being lost: weak prospecting criteria, inconsistent qualification, a pitch that does not match how the customer actually buys, or a follow-up sequence that quietly disappears after the second call. The workshop then rebuilds the process around what is actually broken, before introducing any new selling technique.
This program is the natural entry point for organizations who are not yet sure whether their sales challenge is a skills problem, a process problem, or both. It is frequently the first sales program IKTAR delivers for a new client, since the diagnostic itself clarifies which of IKTAR’s other sales programs, if any, should follow.

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Who This Program Is For

Re-Engineering Sales Process is designed for:

• Sales managers and directors who suspect their team’s process is inconsistent but cannot yet point to exactly where it breaks down
• Organizations with high activity but low conversion, where salespeople are busy but deals are not closing at the expected rate
• Businesses where every salesperson seems to sell differently, making forecasting and performance management difficult
• Companies that have grown quickly and never formally documented how their sales process should work
• Sales teams about to onboard a wave of new hires who need a single, consistent process to be trained into, rather than inheriting informal habits

If you cannot currently describe your organization’s sales process in five clear stages, this program is built to give you exactly that, then close the gaps the mapping reveals.

What Participants Learn

By the end of the program, participants will be able to:

• Map their current sales process accurately, stage by stage, including the informal steps nobody had written down
• Identify the specific stage where the largest share of potential deals is currently being lost
• Apply consistent qualification criteria so time is spent on prospects genuinely likely to buy
• Build a structured, repeatable sequence from first contact through to close that the whole team can follow
• Design a follow-up cadence that does not quietly disappear after the second or third contact
• Use the redesigned process as a shared language for sales management, coaching, and forecasting

Methodology

Program Structure and Methodology

Format: One to Two day in-person workshop, ideally preceded by a short process mapping exercise with the sales manager
Group Size: Optimal cohort of 12 to 20 sales team members, delivered alongside sales leadership
Methodology: Live process mapping, stage-by-stage gap analysis, redesign workshops in small groups, and role plays against the newly designed process
Delivery Options: Public workshop with scheduled dates, or in-house program built directly around your team’s actual current process

The in-house version of this program is significantly more valuable than the public version, since it works directly with the team’s real current process rather than a generic example. Wherever possible, IKTAR recommends the in-house format for this specific program.

Why IKTAR

IKTAR’s Training Needs Analysis approach is especially valuable for this program, since the workshop itself depends on an accurate picture of how your team currently sells. IKTAR’s trainers meet with sales leadership and front-line salespeople before the workshop, review the existing process honestly, including the gaps nobody likes to talk about, and use that picture to make the two days genuinely specific to your business rather than generic.
This program is led by Shafqat Jilani, a Certified Master Trainer (Futures Group, Washington DC) with over 25 years of experience helping Pakistani organizations across manufacturing, services, FMCG, and B2B sectors diagnose and rebuild underperforming sales processes.
Following the workshop, IKTAR provides a free training review report documenting the redesigned process, the specific gaps identified, and a suggested follow-up timeline to check whether the new process is actually being followed.

Public Training Workshops

Open Public Training Workshops

Scheduled training sessions held at IKTAR’s facilities or partner venues in Lahore. Open to participants from any organization. Ideal for organizations sending one to five people, or for individuals investing in their own professional development

Scheduled dates published in advance | Meet and learn with professionals from other organizations | Cost-effective for small teams | Immediate availability without minimum group size | Certificate of completion issued

View Upcoming Public Workshops

In-House Customized Programs

Customized In-House Training Solutions

Training designed exclusively for your organization and delivered at your premises or a venue of your choice. IKTAR conducts a Training Needs Analysis first, then develops a program that reflects your organization’s specific context, challenges, and objectives.

Designed around your actual training gaps | Delivered at your location across Pakistan | Consistent messaging for your entire team | Flexible scheduling around your operations | Higher ROI for teams of 10 or more | Ongoing support and follow-up available

Request a Customized Program Proposal

Explore Our Sales Training Programs

Re-Engineering Sales Process pairs well with IKTAR’s other sales programs. Continue building your team’s capability with:

Selling Dynamics

The psychology and technique of effective face-to-face selling

VIEW PROGRAM

Sales Tigers

High-energy, high-performance field sales training

VIEW PROGRAM

Art of B2B Selling

Structured selling for complex, multi-stakeholder business sales

VIEW PROGRAM

Online Export Marketing

Selling Pakistani products and services into international markets

VIEW PROGRAM

CLIENT RESULTS

What Organizations Say About IKTAR Training

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Shafqat is well experienced trainer familiar with Competency Based Education and Training CBET & Quality Assurance QA / Quality Control QC of Training

Moustafa WahbaTVET Consultant

I don’t hesitate in placing Shafqat Jilani among the best trainers in the country. He always explores modern approaches, creative skills, innovative ideas and relevant case studies. Any enterprise looking for training services in human development, strategic planning, development of selling & marketing skills, improvement in presentation skills, policy & strategy development, polishing decision-making skills, introduction of modern approaches etc. must opt IKTAR as a Trainer.

Zulfiqar Ahmad HBL

Mr. Shafqat is a thorough gentleman and a perfect professional who keeps his commitments and have all the potential to steer any organization to success. He is a Lead Trainer and Consultant and I for once trust him to deliver effective and mesmerizing trainings as well as innovative solutions. I would like to highly recommend him for training and consulting assignments.

Suhail Iqbal SysComp International (Pvt.) Ltd

KTAR is very good training institute, as we experienced recently. We sent our team on Leadership training course to IKTAR and found a tremendous change in behavior of our team. IKTAR has been useful in bringing a Paradigm shift in their approach to handle things and now the same employees are very helpful towards other colleagues. I believe, IKTAR training modules makes employees from Followers to Leaders, who not only delivery their own KPIs but also help others to grow to achieve joint goals of the company.

Abdul Wahid QureshiRenacon Pharma

Shafqat Jilani is a a detailed oriented person. Hope his organization can take a lot a benefit from him. Good Luck

Chaudhry Ahmad JawadPakistan Business Forum

I had the opportunity to work with Shafqat Jilani and found him to be a knowledgeable and dedicated business consultant. His practical advice, strategic thinking, and commitment to helping businesses grow make him a valuable professional. I appreciate his guidance and confidently recommend him to anyone seeking business transformation and growth expertise.

Dr. Shafa UllahPower Lion Seed

I know Shafqat from his university days, he had a candid and persuasive personality from the early days. He had bold presentations with innovative and unique ideas complemented by his ability to put this on the paper as well. Teaching and passing on his knowledge to others has always been his passion and he has been doing this very well in his different roles at the present and previous assignments.

M. Zafar IqbalLa Computa Vision LLC

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