Objectives:
By the end of the program, participants will be able to:
- Analyze the various principles underlying the sales management functions.
- Practice human relations skills pertaining to sales teams’ management.
- Demonstrate professional behavior as sales managers/supervisors with their teams.
- Apply sales competency models in interviewing, training and evaluating sales professionals.
Who should attend?
Sales managers, sales supervisors and team leaders involved in leading a sales team.
Course Outline:
The Nature and Scope of Sales Management:
- A Model of Sales Management Competencies
- Traits of Excellent Sales Managers
- Market Place Changes and Selling Consequences
Sales 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
Sales 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
Training Your Sales Team:
- On-the-job Training
- Sales Competency Models: Sales Competency Based Training
Sales Manager’s Time Allocations:
- How Sales People Spend Their Time
- Wrong Sale Practices
- Strategic Selling
Interpersonal Skills:
- How to Build a Winning Sales Team
- Team-player Survey
- How to Be a Top-producing Sales Manager
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.
