Sales Management " Strategically Leading The Team

Course details

As a Sales Manager, you must be a strong leader, powerful motivator, efficient organizer, accurate forecaster, capable budgeter, and inspired speaker; and all of this while being a successful salesperson! This intensive Sales Management course will help you develop the exceptional and well-rounded business skills required to fulfill this demanding role.

Course Objectives:

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

• Evaluate a variety of ways of recruiting new staff to ensure an objective decision
• Adopt a variety of different and appropriate ways to motivate the team
• Create business related incentive schemes
• Use a number of models to provide both constructive and negative feedback
• Recognize a skills gap and decide the most appropriate development solution
• Forecast business with confidence while understanding productivity ratios and the structure of business cycles

Course Outline:

The Role of the Sales Manager

• What are the responsibilities of the sales manager?
• The image of the sales manager
• Projecting an image adequate for the job and the market

Recruitment

• Identifying the recruitment process
• Building the essential skills of interview 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

1. Identifying the skills gap
2. Goals and objectives
3. Sources of training and the various types of training available

Coaching

• Adapting your style
• Giving effective feedback
• Identify individual’s 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

1. Building on the contribution of each team member
2. Devising incentives and linking to commercials
3. 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 the entire team
• Using statistics to check validity
• Sales platforming: using past data to maintain the pipeline

Time management

• Planning your time: team, individual, customer, and the office
• Allocation of priorities for the best effect
• Administrative versus field activity: which comes first, the boss or the team?