After attending this course, participants will have the ability to:
Identify the key differences between selling and managing
Adopt the style of sales leadership most likely to get the best results in different situations (and the style of selling most appropriate to the/your marketplace)
Become pro-active in behaviour; including forward thinking and planning
Become a dynamic team builder, motivating people at a distance, stimulating team thinking and group performance
Learn how to organise and run effective, motivational and results oriented sales team meetings
Apply the skills of salesforce motivation, and recognise (and resolve by taking early corrective action) the damaging effect of de-motivation upon an individual and team
Recognise the importance of teamwork and individual accountability in planning, setting and achieving targets (including accurate sales forecasting), linking the past with the present and future needs of the organisation
Use effective financial and non-financial incentives to motivate
Recruit people who can sell; from defining the job specification and person profile, advertising, the interviewing process, through to final selection
Understand how technology, particularly the Internet, can be used by the manager and team to increase sales effectiveness
Manage the team’s performance, including ongoing training and coaching, undertaking of counselling and disciplinary interviews and dealing with dismissal cases
Increase personal effectiveness through their self-management skills, task prioritisation and effective delegation and the effective handling of paperwork, E-mail and voice mail
Introduce and develop a genuine team relationship between manager, salesperson and sales team.
Crossing The Bridge From Selling To Managing
Making the transition to management
Understanding the sales management process
Working for turnover, profit and growth
Effective Sales Team Management
Establishing preferred and effective management styles
How to analyse your management style and its effect on your team
Matching your style to your market situation
Developing An Empowered Sales Team
Understanding group behaviours and the stages of team growth and development
Planning and running effective, motivational sales meetings
Managing and communicating with team members at a distance
High Performance Motivation
The theory and practice of effective sales motivation
Using financial and non-financial incentives to motivate
How to recognise and tackle de-motivation
Effective Sales Performance Management
Generating accurate annual, quarterly and monthly forecasts
Agreeing sales objectives, target setting and key performance indicators
Monitoring field sales activity and results within each business unit
Selecting People Who Can Sell
Developing and using an effective recruitment process
Writing and using job specifications to determine the person profileInterviewing techniques that work for sales recruitment
Training And Personal Development
Designing an induction plan that accelerate performance
Consistent on-the-job coaching, in-field training and on going development
Using stretch targets and BHAGS
Time Management And Delegation
Improving your personal effectiveness and self management
Organising and managing yourself first, then organising others
The art of successful delegation
