- Duration: 4 days
- Timings: 8am to 2:30pm
Course details
Course Overview
By the end of the course you will have the con fidence to take on one of the most demanding of management roles: Structure and lead successful sales teams.
What will I learn?
- The foundations of modern sales management
- Understanding and adapting your management style
- Transactional and transformational leadership
- Measuring and managing high impact sales activities
- The 8 habits of failed sales managers
- Creating high performance sales teams
- Setting motivational sales targets and high impact sales
- Role based compensation and commission schemes
- Running productive sales meetings
- Accurate sales forecasting
- 7 stages of e ective delegation
- The key principals of motivating individuals and teams
- Using eld accompaniment to improve performance
- Taking corrective action
- Conducting e ective counselling and appraisal
- Team & individual development
- The GROW model of coaching
- Recruiting and keeping top performers
Who is this course for?
- Sales Managers/Directors/Team Leaders
- Marketing Managers / Directors
- Key Account Managers/Sales Negotiators/Telesales Managers / Supervisor
- Business Development Managers
- Sales/Marketing Consultants/Channel Managers
How will I benefit from taking this course?
- Understand how to recruit, motivate and manage your sales team in today’s challenging environment
- Learn how to tailor reward and incentive packages to maximise pro tability and meet corporate objectives
- Explore a range of sales management tools including sales forecasting, CRM and PRM strategies
About Informa Connect Middle East
Informa Middle East, is part of Informa, a multinational publicly listed publishing and events company.
The Middle East office was previously known as IIR Middle East, and has been established in Dubai since 1993. Informa Middle East has grown to be the largest event organiser in the region and with over 300 staff, the office runs over 450 training courses and over 40 conferences regionally on an annual basis.
The company also incorporates Informa Global Exhibitions which organises around 130 trade and consumer exhibitions in over 38 cities across the globe. Arab Health, Cityscape, Middle East Electricity and The Bride Show are some of the flag ship events.
Aside from the public training courses, conferences and exhibitions, Informa Middle East also provides in-house training to companies as well as manages events on behalf of corporate clients. Some of the past clients include NBAD, Microsoft, Etisalat, STC, Mobily, and ADNOC.
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