Field Sales Management 1

Field Sales Management
Succeed through your team

Business need

A Field Sales Manager succeeds through team effort. For your sales team to meet its objectives and achieve outstanding results you must be able to motivate and focus each member whilst leading by example.

High Spots

• Assess the current performance of each member of your team – using a powerful analytical tool for immediate results
• Participative projects and case studies – bring the theory alive in a fun and challenging way
• Organise and conduct your field visits and field training effectively – get the most from this invaluable time with members of your team

Key learning points

• Apply the skills and gain the knowledge to succeed in this challenging and demanding role – understand the different requirements of your role and appreciate the importance of effective leadership
• Identify your own sales management style – improve team performance by adapting your approach to meet their needs and expectations
• Recruit and select a winning team – develop a recruitment and interview plan and apply successful interview techniques to maximise your chances of selecting successful salespeople
• Lead and motivate your sales team for maximum performance –so they achieve the best results in good times as well as bad
• Conduct effective field training and coaching – differentiate between coaching and joint calling objectives and practices
• Deliver effective and motivational team meetings – understand which techniques and resources to use to ensure results oriented sales meetings that also motivate and involve the team
• Assess and manage performance – apply key performance indicators to set targets and monitor performance
• Create your own Development Diary and Personal Action Plan – to help you, your team and your company get the most from your training investment long after the course has finished
• Conduct productive coaching and appraisal sessions – achieve buy-in from team members