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Sales Management Training

2 days - please call for a quote

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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.

Sales Management Training Course Objectives

This sales management 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.

Sales Management Training Course Content

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

Sales Management Course Prerequisites

This Sales Management training course is designed for Sales Managers newly appointed Sales Managers and Sales Staff who are expecting to be appointed to Sales management in the near future.

Sales Management Course Reccomended Reading

Getting Business to Come to You: Complete Do-it-yourself Guide to Attracting All the Business You Can Handle - Douglas Edwards - buy from amazon
The Highly Effective Marketing Plan: A Proven, Practical, Planning Process for Companies of All Sizes - Peter Knight - buy from amazon

Download course outline as pdf.