Sales Skills: Management: Field Sales Management (3 day)

Course Overview

This course will provide you with a clear understanding of the purpose of sales management and how to achieve it. In particular it ensures that the sales team is armed with appropriate skills, knowledge and mindset targeting this to maximum effect and, of course, ensuring that the right people are in the sales team.

Audience

This course is for those with direct management responsibility of a sales team. Although primarily focused on the management of field-based teams, many aspects are relevant to sales management. The content is pertinent for experienced mangers wanting to introduce more robust processes to the role and for those who are newly appointed.

Skills Gained

You will return to your organisation with a modus operandi for 21st Century sales management. This will include clearly defined processes and the ability to prioritise activities in order to maximise sales now and proactively manage future challenges.

Throughout the event you will build a development plan that converts the content of the course into clear and practical actions. Implementing this will lead to a more motivated sales team and a speedier achievement of the sales plan.

You will learn how to:

• Adapt leadership style to the situation and individual being managed
• Set meaningful objectives for individuals and your team as a whole
• Design incentive programmes that produce the desired results (and avoid unintended ones)
• Use sales meetings to galvanise team enthusiasm and boost performance
• Manage under performance
• Keep your top performers motivated
• Develop the skills of the team via coaching
• Ensure the days working with the team are constructive rather than a 'milk round'
• Utilise the appraisal process to recognise achievement, focus activity and motivate
• Understand what it is that motivates each person in your team and adapt management style accordingly
• Recruit the right people for your team
• Accurately forecast sales
• Identify the amount of sales team activity required in order to achieve the sales plan
• Prioritise day-to-day sales management activities in order to maximise achievement of sales through your sales team

Sales Skills: Management: Field Sales Management (3 day) / 0169