Field Sales Management 2

Field Sales Management 2
Further your skills to maintain peak performance

Business need Field

Sales Managers must generate revenue and profit through their sales teams. With targets usually predetermined by company policies, you must be able to establish objectives which are compatible.

High Spots

• Personal Development Plan – you’ll leave the programme with a working plan for the development of your team
• Shaping the business – using strategic tools you’ll review your product / market positioning and how it impacts customer retention and profitability
• Planned business development – you’ll create a business development plan to implement immediately after the programme

Key learning points

• Forecast objectively – an essential skill for business success required by every member of your team
• Create and develop your own business strategy and development plan to increase profitable sales – built around your own customer base and market opportunities
• Bring about successful change – using change management principles to help sales teams recognise key drives to change and to quickly adapt to changing market conditions
• Priority setting – do what matters… when it matters and allow sufficient time for coaching and motivation
• Build and retain an effective team – one the most important functions of this role. Apply personality profiling for assessing candidates and key teambuilding techniques
• Identify and measure the ability and effort of each team member – use a Performance Improvement Plan to decide upon the appropriate action
• Effective financial management – understand the importance and inter-relationships of financial measures and controls and create your own set of reporting statistics
• Analyse performance problems – counsel your sales personnel to achieve success where there are concerns