Sales Management

Course overview:

A successful sales manager's job is to provide clear direction and support to his/her team that will enable them to excel and 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 from the skills of a successful sales person. This is the reason many top sales people fail as sales managers. After completing this highly interactive course, participants will understand the responsibilities of a successful sales manager and how it differs from the role of a sales person. Participants will explore key leadership skills that will help motivate their sales team to excellence. Additionally, participants will learn specialized sales management skills such as sales forecasting, planning, and monitoring.

Course objectives:

By the end of this training course participants will be able to:

Describe the roles and responsibilities of a sales manager.
Use sales plans and targeting techniques to achieve better results from sales team members.
Prepare a sales forecast and a sales plan.
Using assessment tools, properly observe, evaluate, and give feedback, and set performance development objectives to team members.
Create an environment that motivates their sales team to perform at their best.
Run more effective sales meetings and morning huddles to inspire, motivate and provide clear direction to sales team members.

Target audience:

Sales Managers

Course outline:

Module 1: A strategic look at sales management

Sales management: strategic or tactical
What are my Critical Success Factors (CSF’s)?
SWOT and PESTLE analysis

Module 2: Sales forecasting

What is forecasting?
Forecasting approaches
Four step process to create a sales forecast

Module 3: Sales planning

Components of a sales plan
Putting your plan together
Questions your sales plan should answer
Sales planning best practices
Sales planning skill practice

Module 4: Sales performance management

Setting sales objectives
The three-step sales performance control plan
Three guidelines for sales performance evaluations
Handling the underperforming sales team member.

Module 5: Motivating your sales team

What motivates us?
Knowing your team inside out
Creating a motivating environment for your team
Motivational tips

Module 6: Running effective sales meetings.

Effective vs. badly run sales meetings
Planning your sales meeting sequence
Successful sales meeting checklist
Team Huddle vs. Team Meeting

Course delivery methods:

Self-discovery and critique
Group exploration and facilitator led discussions
Practical exercises
Best practice theory exploration