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Training Course Summary:

This programme 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:

Sales Managers, newly appointed Sales Managers and those expecting to be appointed to a Sales Management role in the near future.

Training Course Overview/Content:

Introduction & Objectives

The Role of the Sales Manager
• Leadership by example
• The image of a sales manager - projecting an image commensurate with the job and the market
• How the role must vary to maximise motivation of the sales team
• Manager as leader and coach – using failure and weaknesses as a coaching opportunity

Recruitment
• Looking at different methods
• Testing the experience and capability
• Involving others in the process
• Recognising the costs and lost opportunity

Getting more from your team
• Devising Incentives without losing sight of the company objectives
• Understanding motivational factors and recognising how they differ from person to person
• Short term and long term incentives

Keeping a balance
• The importance of team identity
• Building on the contribution of each member
• Keeping everyone focused

Coaching
• Field visits - when and how to do them
• Behaviour in the call - what part should you play
• Building on strengths rather than emphasising weaknesses
• Giving feedback without de-motivating
• Adapting your style

Training
• Defining a skills gap – both individual and team
• Deciding how to resource the issue
• Sources of training and the various types available
• How to monitor and debrief after the event

Running effective meetings
• How often should they be run?
• Purpose – making them worthwhile

Planning the meeting
• Setting out an agenda and objectives
• Gaining commitment
• Chairing meetings effectively
• Sharing responsibility

Goals and objectives
• Setting targets – who sets them and are they fair?
• Short term goals
• Gaining commitment

Forecasting
• Keeping on track of the activities of all the team
• Using statistics to check validity
• Sales platforming – using past data to maintain the pipeline

Time Management
• Planning your time across team, individual, customer and
the office
• Allocation of priorities for the best effect
• Admin .versus field activity – who comes first, the boss or the team?
• Personal action plan

My effect on the team
• How do teams function?
• Identify key leadership behaviours to influence teams and the individuals that make up those teams
• What makes a 'Champion Team'?
• Create actions that build the team and develop it
• Developing the sales team matrix
• Facilitating the team’s full potential

Review of Programme