Sales Skills: Management: Introduction (1 day)

Course Overview

The aim of this workshop is to equip new sales managers with a comprehensive understanding of their role and show them how to develop themselves and their sales team to achieve high performance results.

Audience

The main beneficiaries of this fun and entertaining workshop are those newly-appointed, or about to be appointed, sales managers.

Skills Gained

The workshop will provide guidance for the new sales manager, helping them to avoid problems and become a cost effective leader in the shortest possible time. The Course Director, who has corporate and SME experience in this area, now spends much of his time helping develop sales teams nationwide.

You will meet and communicate with other new sales managers. The workshop will guide you over the initial months of sales management enabling you to avoid the problems that would otherwise hamper your own personal development.

Lead your team to higher performance, by using monitoring and motivational techniques.

Course Outline

• Make an effective transition between salesperson and sales manager
• Outline the behaviour of sales success
• Identify the five types of salesperson
• Recognise and improve your own leadership style
• Manage inherited team members, and gain their respect
• Recruit new, dynamic sales people
• Set and monitor team targets, incentives and reporting standards
• Control and run motivational sales meetings
• Set performance standards of call ratios and sales activity
• Monitor sales performance, and act on non-performance
• Identify training needs
• Motivate sales people during field accompaniment

Sales Skills: Management: Introduction (1 day) / 0830