Sales Management training
Duration: 2 Days (10 am to 5 pm with one hour lunch break)
Cost: $ 1399 + HST
Course Outline
As a Sales Manager you must be a strong leader, powerful motivator, efficient
organiser, accurate forecaster, numerate budgeter, and inspired speaker,
whilst being a successful salesperson! This intensive Sales Management course
will help you develop the exceptional and rounded business skills required
to fulfil this demanding role.
Course Objectives
This sales management training course ensures that Sales Management is
approached with a clear and necessary balance between achieving business
objectives and maintaining a motivated and committed sales team.
Course Content
The role of the sales manager
- What is the responsibilities of the sale manager
- The image of the sales manager
- Projecting an image commensurate with the job and the market
Recruitment
- Identifying the recruitment process
- Building the essential skills of interviewing – Questioning/rapport/communication
- Identifying and measuring the right role profile
- The CV sift
- The telephone interview
- The face to face interview
- Making a fair factual decision
Goal and target setting
- Setting goals and targets inline with business requirements
- SMART targets
- Reviewing targets
Training (Induction)
- Identifying the key skills and levels of competence that all
new starters need to demonstrate
- Sources of training and the various types of training available
- Goals and objectives
- Measuring success
- Staff development
o Identifying the skills gap
o Goals and objectives
o Sources of training and the various types of training available
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Coaching
- Adapting your style
- Giving effective feedback
- Identify individuals coaching needs
- The learning process
- Linking coaching to reviews
- Gaining commitment
- Effective communication in coaching
Motivation
- The importance of team identity
- Understanding motivational factors and how they differ from
person to person
- Getting to know your team members
- Incentives
o building on the contribution of each team member
o devising incentives and linking to commercials
o short term and long term incentives
- Reviews
- The importance of consistent feedback (link back)
- Keeping everyone focused
Forecasting and Action Planning
- Keeping on track
- Keeping on track of the activities of all the team
- Using statistics to check validity
- Sales plat forming using past data to maintain the pipeline
Time management
- Planning you time across team, individual, customer and the
office
- Allocation of priorities for the best effect
- Admin .v. field activity, which comes first, the boss or
the team?
Review of Programme
- Other Recommended Programmes
- Coaching & Mentoring Skills
- Building High Performance Teams
- Building Managing & Motivating Remote Teams
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Prerequisites
- This Sales Management training course is designed for Sales Managers
newly appointed Sales Managers and Sales Staff who are expecting to be
appointed to Sales management in the near future.
For more information on above cource,
please call us at 647-271-3330 or e-mail to support@train4career.net