The Effective Sales Manager

Course Overview

A practical Training Workshop focusing on the skills, knowledge and behaviours required to lead sales teams, achieve excellent results and deliver consistent business growth in challenging markets.

Audience

Sales Managers, Sales Directors, Managing Directors, Team Leaders, and also senior sales staff who are interested in becoming a sales manager.

Skills Gained

Delegates will be able to:

• Lead, inspire and motivate a diverse group of sales people
• Identify, communicate and achieve demanding business development goals
• Appraise, correct and improve individual and team performance
• Recruit, train and develop successful sales people and make effective adjustments that support overall team development
• Utilise training and development to enhance personal and corporate achievement
• Influence corporate planning to generate awareness and support for realistic business growth
• Define and apply team and individual behaviours that achieve consistent success

Course Outline

Introduction to Sales Management

• Defining objectives
• Purpose
• Issues
• Role & Responsibilities

Principles of Management

• Styles of Management
• Management vs Leadership
• Corporate Culture
• Impact of Management
• Practical Leadership

People Development

• Rationale and Methods
• Motivation for Personal Growth
• Coaching Skills
• Performance Management
• Assessing, Appraising and Correcting

Team Development

• Individual Focus vs Team
• Team Theory and Practice
• Synergising for Achievement
• Meetings and Conferences

Communication

• Myths of Effective Communication
• Consistency and Clarity
• Chains of Communication
• Team Briefing
• Rumour, Hearsay and Truth

Practical Psychology

• Basic Styles and Types
• Adapting and Connecting
• Personal Motivation
• Attitudes and Engagement
• Team Interactions
• Application in Sales Management

Key Success Factors

• Effective Negotiation
• Pipeline Management
• Purposeful Meetings
• Successful Recruitment
• When the Going Gets Tough

Follow On Courses

• Strategic Account Management
• Channel Management
• Strategic Management Skills - The Pocket MBA
• Fundamentals of Finance for Non-Financial Managers
• How to Become an Inspirational Leader