Description

Who Should Attend?

This course is aimed at newly appointed, or relatively inexperienced sales managers. It will also provide a refresher for more experienced sales managers who would like to learn new concepts and best practices to help ‘re-energise’ their sales teams. The course provides the opportunity for all delegates to enhance their skills, and enable them to manage their sales teams more effectively and with more confidence.

About The Program

The sales manager has a vital role to play in an organization. They must enable sales teams to achieve, or exceed, their sales targets, which directly contributes to the growth of the ‘bottom line’ for their organization. To be able to achieve consistent results means sales managers must create an environment that encourages salespeople to deliver top-quality results. There is a great deal involved in always getting the best out of your team, keeping them disciplined, motivated, and hitting, or exceeding targets – consistently!

Course Objectives

• To develop the skills necessary to become a top-class winning sales manager
• To appreciate the importance of consistency when managing a sales team
• To understand the different ways to motivate your sales team
• To know how to get the best out of your individual salespeople
• To be able to create a productive environment for team performance
• To identify the disciplines needed for salespeople to work effectively
• To know how to measure the performance of your team, and make the necessary decisions to maintain high performance

What You Will Gain

• A clear understanding of the role of a sales manager
• The ability to manage your team to achieve the desired sales results
• The key building blocks for creating a positive and productive sales team
• The confidence to know how to get the best out of your people
• Useful sales management tools for measuring performance
• Many practical tips for sales management success

Program Content

DAY ONE

• Managing And Leading Your Team
  > Definition Of Management And Leadership
  > The Role Of The Sales Manager
  > The Skills Needed To Be An Effective Sales Manager
  > The Role And Tasks Of Management
• Setting Objectives
  > Setting Your Personal SMART(ER) Objectives
• Leadership
  > Situational Leadership
  > Leadership Style
  > Delegation
• Communicating With Your Team
  > Sales Meetings
• Analysing Your Sales Team
  > The Skills, Qualities, Behaviours, And Attitudes Of A Successful Salesperson
  > Team’s Strengths And Weaknesses
• Measuring Performance
  > Setting Sales Targets For Your Salespeople
  > Key Performance Indicators (KPIs) For Your Team
  > Measuring The Overall Performance Of Your Salespeople

DAY TWO

• Setting Sales Plans
  > Forecasting
  > Dangers When Forecasting
  > Factors To Consider When Forecasting
• Reports
  > Types Of Reports
• Motivating Your Sales Team
  > Motivation At Work
  > Symptoms Of Good And Bad Motivation
  > Hierarchy Of Needs – Maslow’s Pyramid
  > Herzberg – Hygiene Factors And Motivating Factors
• Focusing On Productivity
  > Developing A High Productivity Environment
  > Handling Poor Performance
• Developing Individuals
  > Training
  > Feedback – Guidelines For Giving And Receiving Feedback
  > Appraisals
  > How To Sustain High Performance
• Recognising And Rewarding Your Team
  > Recognising Employees Beyond Their Salary
  > Incentive Schemes
• A Look Forward – Sales Management Checklist