Objectives:
There is no tougher job than leading a team of sales people. In an increasingly competitive marketplace, where products offer a limited competitive advantage, and customer expectations are higher than they have ever been before, sales managers need the interpersonal and behavioural skills to drive productivity and gain the best results from their staff.
A sales managers performance is defined by his or her ability to create and development highly successful teams. This program is all about leading your sales team to success by using sound managerial tools and concepts. This course has been designed specifically for all managers or supervisors who have or expect to have responsibility for achieving sales results through others.
Prerequisites:
There are no prerequisites for this course.
Exercises:
This course is trainer led, involving the exploration of practical applications and concepts in an experiential format. Using both individual and group activities providing a chance to test and explore a range of subjects in a safe workshop style environment.
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Effective Sales Teams
- Identifying sales manager skills
- Processes for successful selling
- Developing processes conducive to selling
- Selecting sales professionals
- Identifying the qualities of a sales professional
- Conducting and interview
- Evaluating a candidates qualifications
- Building relationships
- Identifying the relationship building process
- Developing trust among team members
Effective Sales Performance
- Information required for training
- Providing information for training professionals
- Identifying effects for effective field training
- Setting performance standards
- Preparations for a performance evaluation
- Conducting a performance evaluation
- Giving constructive feedback
- Goals of a sales meeting
- Steps to prepare for a meeting
- Guidelines for an effective sales meeting
Managing Sales territories
- Choosing the best territory strategy
- Conducting territory reviews
- Factors to consider
- Identifying considerations for doing a territory review
Forecasting Sales Revenue
- Understanding sales forecasts
- Identifying sales forecast factors
- Valid sales forecasts
- Developing forecasts
- Methods of implementing top-down approach
- Implementing the bottom-up approach
Motivating Sales Teams
- Maintaining high motivation levels
- Delegating responsibility
- Discussing motivation techniques
- Sales compensation plans
- Identifying the requirements of a plan
- Benefits of a sales compensation plan
- Measuring motivation levels
- Factors to consider when monitoring motivation levels
- Actions to increase motivation levels
- Improving sales performance
- Addressing substandard sales performance
- Follow up on a standard performance
- Maintaining improved performance
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