Sales Management

Overview

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 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.This course also includes several bonus forms that were designed to help you prepare your sales forecast and complete sales plan. (Forecast data form, Sales plan support form).

Course Objectives

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

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