Effective Sales Management (2 Days)

Building a Winning Sales Team...

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The sales manager holds a crucial job. In addition to building sales, successful sales managers also significantly contribute to the bottom line of their companies.

In this course you will learn that successful sales people are those who have simply learned to bring out the best in people they manage. Successful sales managers know that the needs of the business are best met when the needs of the individuals they manage are met.

Through this course, you will learn how to inspire co-workers to generate excellent sales figures, and create efficient and effective solutions that will solve the various sales issues faced.

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Course Outline

Part 1: What Sales Management Is All About

1. Setting Your Objectives
2. Ten Qualities Of A Winning Sales Manager
3. Becoming A Sales Manager
4. What Successful Sales Managers Do
5. What Successful Sales Managers Don’t Do
6. Time Management
7. Am I Right For Sales Management?
8. Self-Assessment

Part 2: Recruiting

1. Beginning Your Search
2. Selecting Your Sales Team: Exercise
3. Conducting The Interview
4. Evaluating Candidates
5. Hiring And The Law
6. Making The Hiring Decision
7. Making The Offer
8. Case Study: The Turnover Dilemma
9. Checking References

Part 3: Training

1. Getting Off To A Good Start
2. Putting Your Training Plan Together
3. Keys To Training Salespeople
4. A Two Day Training Program
5. Exercise: Training Salespeople
6. Rate Yourself As A Sales Trainer
7. Training Never Ends

Part 4: Motivating And Managing Salespeople

1. Positive Motivation
2. Seta  Good Example
3. Concentrate On Productivity
4. Prospecting
5. Closing
6. How To Sustain High Performance
7. Sales Manager’s Troubleshooting Guide
8. Self-Assessment
9. Fostering A High Productivity Environment
10. Quotas And Incentives

Part 5: Evaluating That Sales Team

1. Communication
2. How To Conduct A Performance Appraisal
3. A Performance Appraisal Check List For Managers
4. Following Up – Three Suggestions
5. Two Keys To Superior Performance
6. Recognizing And Addressing Problems
7. Compensation Guidelines
8. Correcting/Adjusting Compensation
9. Terminations

Part 6: Some Final Thoughts

• Some Final Thoughts
• Moving From Succeed To Excel
• Your Attitude Can Move You To Greatness
• Voice Of Experience
• Rewards For Top Achievers
• Self-Assessment
• Develop A Personal Action Plan
• Growing As A Sales Manager
• The Perfect Sales Manager

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Upcoming Workshops

Email us at enquiries@trustedu.com for the workshop outlines.

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