Leading And Motivating Your Sales Teams

Overview

Maintain a highly motivated sales team by developing your own style of management and implementing this success in a friendly and enthusiastic environment.

Who should attend

Sales managers or directors, key accounts managers, heads of business units and anyone responsible for developing and managing a sales team.

Course objectives

By the end of this highly practical and interactive course, you will be able to:

> Identify your own style of management in harmony with your personality and the team

> Optimise the performance of your team by developing effective sales action plans

> Identify and implement a measurable set of performance standards and objectives

> Use effective motivational techniques to boost individual and team performance and generate enthusiasm and commitment

Course content

Understand your Management Style

> Identifying your personal style of management

> Assessing the impact of leadership styles on relationships and profits

> Understanding the role and responsibilities of a manager

> Understanding the expectations of your team

Plan and Set Sales Targets

> Forecasting and planning targeted sales performance

> Setting SMART team and individual objectives

> Controlling the results and evolution of each member of the team

Use Effective Motivational Tools to Boost your Performance

> Learning to know your sales people individually:

- personal motivations

- competences

- results

> Helping your sales people progress and stay motivated

> Developing the team spirit through coaching, training and meetings

> Using communication skills to strengthen commitment

Handle Difficult Situations

> Coping with demotivated sales people

> Dealing with under performers and handling mavericks

> Learning to say "No" and to be respected by your staff

> Settling conflicts

Develop Individuals

> Practice active listening

> Empowering your staff through effective delegation

> Giving effective feedback and providing coaching sessions