Sales Supervisory Skills

Course details

The Sales Management Programme is aimed at all Sales Managers who manage sales teams.

The objective of the programme is to deliver knowledge and management skills so that Sales Managers can actively coach and develop Sales Executives in all aspects of their sales activities.

Programme Outline

Module 1 - Coaching for Sales Managers 

This Module provides a solid foundation of understanding around coaching:

• Understanding the role of the manager in relation to coaching
• Skills and strategy coaching
• Using the GROW model
• How to give feedback to motivate
• Applying coaching theories

Module 2 - Managing the Business 

This Module focuses on planning and organising sales territory activities:

• Setting personal & business goals
• Identifying opportunities in a sales territory
• Producing and reviewing an account development plan
• Managing time effectively

Module 3 - Identifying & Creating Value 

This Module focuses on the delegate's proposition to the market:

• Promoting the value of the proposition
• Creating value from the proposition and communicating it
• Communicating with customers to:
• Build rapport and develop relationships
• Identify opportunity
• Present credentials
• Fact find
• Clarify & agree requirements

Module 4 - Selling the Value 

This Module focuses on personal communication and influencing skills:

• Personal influence in selling
• Push-pull styles in performance management & coaching
• Understanding behaviour - transactional analysis (TA)
• Using and reading body language

Module 5 - Winning the Business 

This Module focuses on the final stages of managing sales and covers:

• How to prepare & coach the team for obstacles & objections
• The negotiation to win the sale
• Closing more orders - the supporting role of the Sales Manager
• Putting the programme into action