Sales Skills: Management: New Sales Manager

Course Overview

The challenge of successfully managing a sales team requires a set of skills, techniques and behaviours which actual sales experience does not provide. This programme helps participants to make the transition into management successfully, and to begin the development of all aspects of their role ensuring that the individual, team and corporate goals are met.

Audience

A crucial course for new sales managers who need to quickly develop their management skills to make an immediate impact in their new role. Practising sales managers with little or no previous training will also benefit from this programme.

Skills Gained

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

• apply sales management techniques to enhance both individual and team performance
• plan, monitor, measure and control sales activities more effectively
• utilise different techniques to motivate their teams to give their best
• prepare and conduct effective and challenging sales meetings

Course Outline

Role of the Sales Manager

• personality profile - your preferred management style
• sales management skills and responsibilities
• developing leadership flexibility

Planning, controlling and reporting

• sales management processes
• key performance indicators
• pipeline measurement and business planning
• setting performance standards and time management benchmarks
• monitoring and maintaining performance

Building the team

• characteristics of high performing teams
• working styles and their contribution to team effectiveness
• compensation schemes and sales strategy

Communication

• effective sales team meetings
• announcing sales incentives and difficult decisions

Motivation

• understanding what motivates and de-motivates sales people
• applying the most appropriate 'motivators'

Training and coaching

• creating and monitoring development plans
• adopting appropriate coaching styles
• planning and initiating successful field coaching
• handling difficult coaching situations
• managing difficult sales personalities

Sales Skills: Management: New Sales Manager / SL6