Sales Skills: Management: Field Sales Management 2/2

Course Overview

Further your skills to maintain peak performance

Sales Managers must generate revenue and profit through their sales teams. With targets usually predetermined by company policies, you must be able to establish objectives which are compatible. This interactive course further develops your skills, enabling you to forecast future sales, plan future operations, introduce change and work with your team to successfully fulfil your role of Field Sales Manager.

Audience

This course is designed for those who have attended the Field Sales Management course - ideally within 2-3 months of the original course, or for Field Sales Managers who feel they have the experience but need to further develop their skills.

Skills Gained

Partaking in this course will enable candidates to:

• Build and reflect on their Personal Development Plan
• Review their product/market positioning and identify how it impacts upon customer retention and profitability
• Create a business development plan using the skills taught and reshape the business

Examinations

N/A

Prerequisites

None, but those that are already at a Senior Sales Management position would benefit the most.

Course Outline

• Forecast objectively - an essential skill for business success required by every member of your team
• Create and develop your own business strategy and development plan to increase profitable sales - built around your own customer base and market opportunities
• Bring about successful change - using change management principles to help sales teams recognise key drives to change and to quickly adapt to changing market conditions
• Priority setting - do what matters... when it matters and allow sufficient time for coaching and motivation
• Build and retain an effective team - one the most important functions of this role. Apply personality profiling for assessing candidates and key teambuilding techniques
• Identify and measure the ability and effort of each team member - use a Performance Improvement Plan to decide upon the appropriate action
• Effective financial management - understand the importance and inter-relationships of financial measures and controls and create your own set of reporting statistics
• Analyse performance problems - counsel your sales personnel to achieve success where there are concerns

Sales Skills: Management: Field Sales Management 2/2 / CM061358