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High Performance Sales Management

in Structured Training Limited (England)

Classes Course

Price:

£900 + VAT

Special offers/ funding

Participants attending the course will be able to purchase e-learning from Structured Training's suite at a discounted rate of £50 per course, allowing them to extend their learning experience. Participants booking, paying for and attending a second open course will get a 20% discount on the cost

Price details

This is a fully residential course, the above price includes comprehensive course materials, morning coffee, luncheon and afternoon teas. Residential course fees do not include the participant's hotel costs. Participants will be required to settle direct with the hotel before leaving.

Special offers

Duration:

2 Days

Start:

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Requirements:

Participants need either to be currently in a sales management role or moving into one in the near ... see more

Course objectives:

This two day course will equip sales directors, sales managers and sales leaders with the understanding and tools to create a high performance framework to drive additional growth.

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Course details

Type Course Duration 2 Days

Method / place Contact course provider Inhouse / Classes

Suitability Sales directors and sales managers who are responsible for the future of their sales organisations. The course will be of particular benefit to sales professionals who are familiar with the 'classic fundamentals' of sales management and are looking to build on that learning in a modern context.

Course objectives This two day course will equip sales directors, sales managers and sales leaders with the understanding and tools to create a high performance framework to drive additional growth.

Requirements	Participants need either to be currently in a sales management role or moving into one in the near future. see more

Price	£900 + VAT Special offer + Price details Participants attending the course will be able to purchase e-learning from Structured Training's suite at a discounted rate of £50 per course, allowing them to extend their learning experience. Participants booking, paying for and attending a second open course will get a 20% discount on the cost Price details This is a fully residential course, the above price includes comprehensive course materials, morning coffee, luncheon and afternoon teas. Residential course fees do not include the participant's hotel costs. Participants will be required to settle direct with the hotel before leaving. Request this special offer here

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Course programme

High Performance Sales Management

After attending this course, participants will have the ability to:

Understand the difference between strategic and operational sales management and act accordingly

Lead and inspire their teams rather than micro-manage them

Recognise what high performers (and performance) looks like

Encourage and nurture high performance within their salespeople through coaching

Managing The New Sales Realities
The major drivers of sales change and how to respond
We are all selling ‘solutions’ now - how do salespeople differentiate their offer?
The need for a new look at salespeople in the cost/income ‘squeeze’
Fewer field salespeople, but more demanding to select and retain
High tech – high touch. Salespeople working with technology

Why Sales Leadership Delivers More Than Micro Management
Learn how high performance comes not from over analysing the numbers but from obsessing about (the right) behaviours
Why a command and control style doesn't deliver any more
Discover your own sales leaders profile
Constructing a new psychological contract between team members and team leader that creates new motivational approaches
We don’t have career ladders anymore but career mazes – learn how to navigate!

Developing a Strategic Sales Mind-Set
Creating a strategic viewpoint
Looking a different ways to organise selling including customer centric processes
The difference between strategic and operational sales management
How to put together a sales strategy (overview)
Bottom up or top down? – how to combine the two for maximum effect
How to get salespeople reaching for stretch targets

Building a (High) Performance Management Framework
The 5 factors of a robust Performance Management System
Getting inputs and outputs clearly understood
Effectively using Critical Success Factors
The use (and misuse) of rewards and recognition
How to use Best Practice to drive performance and behaviour

Developing New Capabilities
How to use a competency framework to drive performance
The power of systematic coaching
Linking performance review, appraisals & on-going feedback
How to conduct regular field assessments
Managing problem performers, prima donnas, and pessimists

Bringing It All Together
Creating a 100 day action planInvolving your boss and your team in making it all happen

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On Structured Training Limited

Provider description

Structured Training for the last 30-plus years have concentrated on providing effective, practical and quality training solutions and consultancy in the areas of sales, leadership and management. Our solutions are delivered on an
in-company, open course and e-learning basis. We have our own offices and training facilities at Prospero Barn, Stratford-upon-Avon, which are available for use by our customers.

Course provider history

Structured Training, based in Stratford-upon-Avon, has more than 30 years experience of providing highly effective consultancy and training solutions. Between in-company, open courses and e-learning we train more than 2,500 participants per year. 70% of those emanate from existing customers, attesting to the high levels of customer service and satisfaction delivered.

Originally the training arm of the Institute of Sales & Marketing Management, the company has gone from strength to strength since a management buy out in 1993. Since it first started, Structured Training has made a profit every year.