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Leading And Motivating Sales Teams

in Hemsley Fraser (England)

Hemsley Fraser

Hemsley Fraser is a global innovator and leader in learning and people development. We have the confidence to guarantee the success of our work and help organisations and people to succeed and improve...

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Course details

Type Course Duration 2 Days
Method / place Contact course provider Classes
Suitability Suitable for managers moving into their first managerial role, those working with virtual or remote teams, and those looking to develop the skills to effectively manage and communicate with others.
Price £899 + VAT
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Course programme

Leading And Motivating Sales Teams
Roles, Responsibilities and Relationships

  • Understanding what is expected of you

  • The role - is it management, leadership or both?

  • The profile of a successful sales manager

  • How your leadership style impacts on relationships and profit
Sales Planning and Systems

  • How to forecast and plan for targeted sales performance

  • How to measure sales results and make them meaningful

  • Management information - its part of your success
Lead, Manage and Motivate the Team

  • The essentials of effective team working

  • How to establish SMART objectives that will get results

  • Motivational psychology to strengthen your sales management skills

  • Focusing on sales and avoiding the time traps - top tips

  • Constantly adapting your leadership style - how to do it and why
Coaching Your Team

  • Different types of coaching

  • How to give motivational feedback
Making the Most of Performance Reviews

  • Using a powerful review process to strengthen commitment

  • Knowing how to keep your top performers 'on song'

  • Re-motivating the de-motivated

  • The essentials of good coaching skills and how to build personalised training plans that deliver results
Communication - Meetings and Briefings

  • Understanding when one-way communication is appropriate

  • Successful meetings and the people skills behind them

  • Understanding what makes for a powerful presentation

  • How to generate a 'buzz' at your team briefings
Managing and Leading Remotely

  • The appropriate leadership styles for a remote team

  • How to stay close to your sales people in the field - organising the field visits

  • How to share best practice among a field sales team

  • Keeping the team communicating
Personal Development

  • Working on your weaknesses; building on your strengths

  • Committing yourself to change on return to the workplace

  • Continuous professional development; what next?
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On Hemsley Fraser

Provider description
Hemsley Fraser is a global innovator and leader in learning and people development. We have the confidence to guarantee the success of our work and help organisations and people to succeed and improve through our innovative and robust learning solutions.

With a strong UK, European and North American presence and a global network of over 400 professionals, we bring a comprehensive range of people and organisational development capabilities to clients.

In an increasingly competitive environment where your people are often the key differentiator, you need to think beyond the norm and continually raise the level of talent and skills in the organisation. Hemsley Fraser provides learning and development solutions that help clients to become higher-performing organisations.

We develop learning solutions which:

* Help Airbus to build planes more efficiently at the forefront of technological innovation and the customer experience.
* Enable Norwich Union Life to deliver higher levels of customer satisfaction.
* Ensure that MBDA has an organisation wide learning programme, delivered with measurable effectiveness and efficiency and which directly supports its strategy as a global player in its market.
* Creates a large scale management capability to enable Royal Bank of Scotland Group to deliver operational and customer excellence, as one of the largest banking groups in the world.
* Distinguish West Bromwich Building Society as an award winning high performer in its sector, which has been achieved through the commitment of its people.

Our ability to think beyond learning distinguishes our approach and capability to make breakthrough performance a reality.

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