Sales Management
Sales Management
£40.00 - £710.00
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Sales Management

Sales Management

£40.00£710.00

SKU: salesm Category:

COURSE OUTLINE [Duration: one day]    

Success in sales involves focusing on what your customers want, not the products or services you have to offer. In this course you will learn to identify sales opportunities and prepare and present solutions that meet customer needs. You will gain skills to build rapport with customers and examine tools and techniques to maintain lasting relationships

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Description

Note: this  course is CPD certified.

Success in sales involves focusing on what your customers want, not the products or services you have to offer. In this course you will learn to identify sales opportunities and prepare and present solutions that meet customer needs. You will gain skills to build rapport with customers and examine tools and techniques to maintain lasting relationships

Program Background

A successful sales manager’s job is to provide clear direction and support to his/her team  enabling them to excel and develop to reach their full potential.  Sales managers often rise to this position from a successful career in sales. But the skills required of a successful sales manager are quite different than the skills of a sales person which is one of the key points that this program will be focusing on.

This day program will enable delegates to have a clear understanding of the successful sales manager’s responsibilities and how to become more effective in their roles in this challenging competitive business environment of today. Over the period of the course delegates will explore key leadership skills as well as the essential sales managerial skills needed for them to effectively forecast and implement effective sales plans, motivate, monitor and evaluate the performance of their people and provide the required direction and support ensuring measurable sales results from their sales teams.

Learning Outcomes:

Understand the roles and responsibilities of a sales manager

  •  Learn skills to achieve better results through their teams using sales plans and targeting techniques
  •  Clearly understand how to prepare a sales forecast and a sales plan for their sales operation
  •  Properly observe, evaluate and give feedback to team members and set performance development objectives using assessment tools supplied and provided within the training program
  •  Explore ways to motivate their sales teams and create a more motivating environment.
  •  Run more effective sales meetings and morning huddles to inspire and motivate and provide clear direction to their sales team members.

What You Get

 

MODULE 1: A sales management primer

This module contains:

bullet What is your job?
bullet Sales Manager Versus Salesman.
bullet The perfect sales person- Activity.

MODULE 2: A Strategic look at sales management:

This module contains:

bullet Sales management – is it strategic or tactical?
bullet What are my CSF’s? – Critical success factors.
bullet SWOT and PESTLE analysis.

MODULE 3: Sales Forecasting

This module contains:

bullet What is forecasting and how it can help sales performance?
bullet Identify different forecasting methods.
bullet Follow a simple 4 step process to create a sales forecast.
bullet Avoid common forecasting pitfalls.

MODULE 4: Sales Planning 

This module contains:

bullet Setting up your sales strategy.
bullet Put together the main components of your sales plan.
bullet Specify sales tactics to achieve strategy
bullet Sales planning best practice examples.
bullet Practical skill practice activity – Create a sales plan for your sales operation

MODULE 5: Sales Performance Management 

This module contains:

bullet Setting sales objectives.
bullet The 3 step sales performance control plan.
bullet Guidelines for proper sales performance evaluation.
bullet Handling the underperforming sales team member.

MODULE 6: Motivating your sales team

This module contains:

bullet What motivates us?
bullet Knowing your team inside out.
bullet Creating a motivating environment for your team.
bullet Understand the factors that combine and drive personal motivation.

MODULE 7: Running Effective Sales Meetings

This module contains:

bullet Effective versus badly run sales meetings
bullet Planning your sales meeting sequence.
bullet Successful sales meeting checklist.
bullet Team huddle versus team meeting.

Competitive review game – An Exciting review challenge (Power Point Game) to end your training on a high note!

Additional information

Type

Webinar, In office

Number of delegates

1, 2, 3, 4, 5, 6, 7, 8, 9, 10

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