As a Sales Manager you must be a strong leader, powerful motivator, efficient organiser, accurate forecaster, numerate budgeter, and inspired speaker, whilst being a successful salesperson! This intensive Sales Management course will help you develop the exceptional and rounded business skills required to fulfil this demanding role.
Objectives:
This sales management training course ensures that Sales Management is approached with a clear and necessary balance between achieving business objectives and maintaining a motivated and committed sales team.
Who should attend?
Senior Sales and Marketing Manager, Sales and Marketing Personnel and those responsible for strategic decision making, fro senior managers to CEO's. Suitable for delegates both from the private sector as well as the public sector and government, as well as product and service companies.
Course Outline:
Sales Team Management Skills:
- Coaching and Counseling for Sales Success
- Motivating the Sales Team to Peak Performance
- Evaluating Your Sales Reps After Sales Calls
- Emotional Intelligence in Selling
Sales Team Management Functions:
- The Planning, Organizing, Directing and Controlling Functions
- Sales Forecasts: Asking the Right Questions when Forecasting
- Quota Management
- Setting Quotas for Your Sales Team
- Ways to Ruin a Sales Force
Goal and target setting:
- Setting goals and targets inline with business requirements
- SMART targets
- Reviewing targets
Training Your Sales Team:
- On-the-job Training
- Sales Competency Models: Sales Competency Based Training
Motivation:
- The importance of team identity
- Understanding motivational factors and how they differ from person to person
- Getting to know your team members
- Incentives
- Reviews
- The importance of consistent feedback (link back)
- Keeping everyone focused
Forecasting and Action Planning:
- Keeping on track
- Keeping on track of the activities of all the team
- Using statistics to check validity
- Sales plat forming using past data to maintain the pipeline
Creating the Perfect Offering:
- Product
- Price
- Place
- Promotion
- Putting the P's Together
- Multiple Mixes
The Definition of Marketing:
- The Sales and Marketing Interface
- Philosophies
Review of Programme:
- Other Recommended Programmes
- Coaching & Mentoring Skills
- Building High Performance Teams
- Building Managing & Motivating Remote Teams
WORKSHOP STYLE:
This will be a participative workshop with a mix of interactive learning sessions, exercises and discussions aimed to provide maximum impact and learning retention for all delegates.
