Course Objectives

• To develop the skills necessary to become a top-class winning sales manager
• To appreciate the importance of consistency when managing a sales team
• To understand the different ways to motivate your sales team
• To know how to get the best out of your individual salespeople
• To be able to create a productive environment for team performance
• To identify the disciplines needed for salespeople to work effectively
• To know how to measure the performance of your team, and make the necessary decisions to maintain high performance
• A clear understanding of the role of a sales manager
• The ability to manage your team to achieve the desired sales results
• The key building blocks for creating a positive and productive sales team
• The confidence to know how to get the best out of your people
• Useful sales management tools for measuring performance
• Many practical tips for sales management success

Course outline

Managing and Leading Your Team

• Definition Of Management And Leadership
• The Role Of The Sales Manager
• The Skills Needed To Be An Effective Sales Manager
• The Role And Tasks Of Management

Setting Objectives

Setting Your Personal SMART(ER) Objectives

• Leadership
• Situational Leadership
• Leadership Style
• Delegation

Communicating With Your Team

• Sales Meetings
• Analyzing Your Sales Team

The Skills Qualities Behaviors and Attitudes of a Successful Salesperson

Team’s Strengths and Weaknesses

• Measuring Performance
• Setting Sales Targets for Your Salespeople
• Key Performance Indicators (KPIs) For Your Team
• Measuring the Overall Performance Of Your Salespeople

Setting Sales Plans

• Forecasting
• Dangers When Forecasting
• Factors To Consider When Forecasting

Reports

• Types Of Reports

Motivating Your Sales Team

• Motivation at Work
• Symptoms Of Good And Bad Motivation
• Hierarchy Of Needs – Maslow’s Pyramid
• Herzberg – Hygiene Factors And Motivating Factors

Focusing On Productivity

• Developing A High Productivity Environment
• Handling Poor Performance

Developing Individuals

• Training
• Feedback – Guidelines For Giving And Receiving Feedback
• Appraisals
• How To Sustain High Performance

Recognizing and Rewarding Your Team

Recognizing Employees beyond Their Salary

Incentive Schemes

A Look Forward – Sales Management Checklist

Who Should Attend?

This course is aimed at newly appointed or relatively inexperienced sales managers. It will also provide a refresher for more experienced sales managers who would like to learn new concepts and best practices to help re-energies their sales teams.