Sales Management

Sales management requires a balance of motivation skills and effective planning. The need to achieve targets is of prime concern, however, with clients now expecting high quality, and a relationship based service, the way in which targets are achieved is of increasing importance. This highly practical workshop will impart the key areas of sales management and how to improve performance of your team through implementing proven techniques.

Who should attend?
The course is essential to any sales manager or sales director that realises the importance of sales management and wishes to learn techniques for improving performance of themselves and their team.

By the end of this workshop, participants will be able to:

• Understand the role of an effective sales manager
• Agree performance objectives and standards with their team
• Identify and respond to the different needs of their team
• Use a variety of communication techniques to impart essential knowledge and skills and inspire performance in their team

Content includes:

The basics of successful sales management
• Strategy, Structure, Systems, Staff and Skills
• The skills of an effective sales manager
• Ingredients of a successful seller
• Understanding typical performance

Performance standards
• Clarity of sales tasks
• Agreeing performance standards and sales behaviours
• What motivates people
• Recognising signs of de-motivation

Planning and control
• The sales planning process
• Structure of a sales plan
• Using sales information effectively

Organisation
• Reviewing current sales activities
• Alternative organisational structures
• Optimising the performance of your sales force

Recruitment and selection
• Recruiting the right technical and behavioural competencies

Coaching and training
• Effective training techniques
• Coaching to inspire performance
• Recording progress against agreed standards
• Communication techniques
• Recognising the differing needs of individuals

Planning to succeed
• Managing change
• Successful sales growth
• Action planning

Sales Meetings
• Preparing for successful meetings
• Tips for successful sales meetings
• Training during sales meetings