Managing the Sales Team
Description: This course is designed for field sales managers to lead their sales team to success through the application of sound management practice. The focus is on real-life challenges and the existing business environment. One of the course objectives is to analyse the techniques by which a manager of sales people can create an environment for success and to outline for participants practical ideas to make them more effective in their roles
Prerequisites:
- Participants will usually be new sales managers or have limited experience but little if any structured training for their role.
Objective Setting & Planning:
- Outlines the development of measurable performance objectives and developing action plans to achieve them.
- The focus is on practical issues with each participant learning to detail an action plan based on the yearly budget.
Time Management:
- Analysing the field sales managers attitude to time and key results areas, outlining methods to analyse present time usage and provide techniques to make effort more productive.
Communication Skills:
- Outlining the specific skills to help motivate their salespeople to sell. These will include one to one communication, presentation skills and techniques for running company specific training courses.
Coaching & Mentoring:
- Achieving continuos improvement in performance and attitudes, feedback from customers, correcting skill deficits, uncovering and treating attitude problems, finding supportive opportunities, handling the appraisal positively.
Evaluating Performance:
- Valuing the salesmans skill, attention to detail and effort-determining achievements based on targets, standardisation of the evaluation system, evaluating potential, handling the appraisal interview.
Leadership/Teambuilding:
- The filed sales manager is taught techniques of successful leadership through developing teamwork. Qualitites of successful leaders are examined to assist the Field Sales Manager in developing a plan for leadership action.
Delegation:
- Training the Field Sales Manager to delegate objectively, taking consideration of key result areas. Giving authority with responsibility when delegating and developing job specifications to assist delegation.