Advanced Sales Management Skills

Course Overview:

This 3-day Sales Management course aims to provide very practical guidance to help Sales Managers adopt winning approaches to each of the key functions of the job.

Delegates are taught methods which work in most situations for most managers and most teams. There are always exceptions, but the delegate is encouraged to try some new approaches, in the belief that failures can be reduced and successes increased.

This course encourages self-honesty, and open feedback from sales team members. The acid test for all Sales Managers is to ask team members how they feel the Manager is doing the job. Very few ever do this, but without honest feedback, progress is hard to achieve and old behaviours hard to change.

Who Should Attend:

Anyone who manages a sales team either full time or as part of a broader role. It is particularly aimed at first-line Sales Managers who may need to discard bad habits and adopt new ones, before it's too late!

Course Content

The Sales Management Job

• The problems
• Managing versus doing
• Time productivity

Motivation

• What is motivation
• Understanding motivation
• The research on motivation
• Practical Motivation
• Motivating Change
• Motivating through remuneration

Management Style/Culture

• Winning sales management cultures
• The 7 Steps of sales management
• Winning sales management styles
• Action centred leadership
• Personality
• Leadership

Standards of Performance

• Sales task clarity
• Competences
• Ways to enhance sales task clarity
• Quantitative standards

Planning and Control

• The planning process
• Sales plans
• Sales control
• The cause of sales problems

Organization

• The selling job
• Organization methods
• Success factors
• Sales force size/productivity

Recruitment and Selection

• 7 steps in the selection process.
  • Job description
  • Person profile
  • Attracting candidates
  • Screening replies
  • Interviewing/testing
  • Appointment
  • Reference checking

Coaching and Training

• Sales mangers attitude
• Learning principals
• Job aspect/structure
• Requirements of a good coach
• The coaching process - 6 steps
• Coaching methods
• Coaching control

Business Planning

• Your Own Mission (WDYNFY/WDYWFY)
• Dealing With Targets
• The ½ Hour Business Plan
• Implementing & Monitoring the Plan
• Interpreting the Statistics

Sales Meetings

• Administration
• Preparation
• Off – the – job training methods

Sales Audit

• What is a sales audit
• Sales audit stages
• Questioning tips

Achieving Excellence and Quality

• The effective sales manager – qualities and actions
• 11 steps towards successful sales management

Course Duration

Three days

Certification

Certificate of Attendance

London: 020 8819 9561
Manchester: 0161 660 7660
Glasgow: 0141 530 7710
or call free on 0800 31 88 35

e mail: info@trainingworld.co.uk

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