Sales Management Skills

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Course Overview

To provide delegates with a clear understanding of what 'effective sales management' really means in the 21st Century. The programme provides the ability to ensure that the sales team is armed with appropriate skills, knowledge and mindset, is targeting this to maximum effect and is fired up with enthusiasm and commitment to do so. Recruiting for excellence is covered too, as is the galvanising of 'team effort' to achieve success - not just the additive efforts of the individuals within it.

The purpose of this course:

It makes absolute sense to ensure that maximum returns are being gained from each unit of time that is invested, in terms of both the sales manager and salesperson roles. The programme challenges delegates to identify precisely what the 'high return' sales management activities are, and to develop a clear plan of action for implementation on return to the workplace.

Audience

Attendance of this event has been found beneficial to those already in a sales management role, and those about to gain this challenging responsibility. For the former this is an ideal opportunity to compare current practices against industry leading standards, and for the latter to learn from the content and the inputs of the more experienced who are attending

All of our marketing training is based on the CIM's Professional Marketing Standards framework, ensuring that marketers at all levels of seniority gain the practical skills that employers require to improve business performance. Please take your time to review our standards framework, if you have not already done so.

Skills Gained

You will learn how to:

• Adapt leadership style to the situation and individual being managed
• Set meaningful objectives for individuals and the 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 underperformance
• Keep top performers motivated
• Develop the skills of the team via coaching
• Achieve a clear and causative link between development and sales results
• Utilise the appraisal process to recognise achievement, focus activity and motivate
• Understand what it is that motivates each person in the team and adapt management style accordingly
• Recruit the right people for the 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 others

Benefits for your organisation:

Delegates will return to their organisation with a modus operandi for 21 st Century sales management. This will include clearly defined processes, the ability to prioritise activities in order to maximise sales now and also pro-actively manage future challenges, as well as an understanding of how to build and develop an environment that stimulates the sales team to maximise on what it achieves.

Benefits for you as an individual:

Attending Sales Managers will develop a Plan of Action that will maximise achievement of sales through others. This will in turn enhance personal credibility in the organisation, accelerate career progression and provide the pathway to maximising returns from their own incentive programme.

Course Outline

• Understanding '21st Century Sales Management'
• The key sales management activities that underpin success
• How successful sales organisations operate
• The role of objectives and how to set them
• Motivational tools and how to use them
• The role of incentives
• An introduction to Engagement
• Coaching the sales team
• Field visit management
• Identifying when to coach and when to direct
• How to grow both individuals and the team as a whole
• Challenging inappropriate behaviour
• Managing the recruitment and selection process
• Accurate sales forecasting

To take away from the course:

• A list of the ten activities that contribute most to success
• Guidelines for setting objectives and developing incentive programmes to support them
• Coaching skills to develop ownership of objectives and the ability to achieve them
• The template process for Performance Management
• Checklist for Motivational Sales meetings
• A development strategy for each member of the Team
• A prioritised plan of Action which will underpin Sales Management success
• Tools which forecast future sales accurately
• A process that will ensure the employment of the high flyers rather than the low cruisers

Sales Management Skills / 0168