The role of the sales manager

• What is the responsibilities of the sale manager
• The image of the sales manager
• Projecting an image commensurate with the job and the market

Recruitment

• Identifying the recruitment process
• Building the essential skills of interviewing – Questioning/rapport/communication
• Identifying and measuring the right role profile
• The CV sift
• The telephone interview
• The face to face interview
• Making a fair factual decision

Goal and target setting

• Setting goals and targets inline with business requirements
• SMART targets
• Reviewing targets

Training (Induction)

• Identifying the key skills and levels of competence that all new starters need to demonstrate
• Sources of training and the various types of training available
• Goals and objectives
• Measuring success
• Staff development
  • Identifying the skills gap
  • Goals and objectives
  • Sources of training and the various types of training available

Coaching

• Adapting your style
• Giving effective feedback
• Identify individuals coaching needs
• The learning process
• Linking coaching to reviews
• Gaining commitment
• Effective communication in coaching

Motivation

• The importance of team identity
• Understanding motivational factors and how they differ from person to person
• Getting to know your team members
• Incentives
  • building on the contribution of each team member
  • devising incentives and linking to commercials
  • short term and long term 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

Time management

• Planning you time across team, individual, customer and the office
• Allocation of priorities for the best effect
• Admin .v. field activity, which comes first, the boss or the team?

Review of Programme

• Other Recommended Programmes
• Coaching & Mentoring Skills
• Building High Performance Teams
• Building Managing & Motivating Remote Teams