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?

We_They was founded in 1988 with the aim of providing first class training and consulting services, enabling our clients to improve and sustain a valuable competitive advantage, hence, making a positive contribution towards their success. Working closely with national and multi-national companies, we offer global experience coupled with practical, local expertise.  

We aim to deliver innovative yet practical business solutions, from concept formation to implementation and evaluation. BLI’s depth of service and global reach translates into seasoned knowledge for tailoring our services to our clients’ specific needs. 

See all BLI Consulting & Training courses

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