Sales Manager's Masterclass Sales Management

The Sales Managers Workshop
When we promote our best sales people into management it is not without risk.
The knowledge and skills necessary to be a good manager are different than those needed to be a top sales producer.
The Sales Managers Workshop focuses on developing the knowledge, skills and strategies necessary to transform a sales team into a dynamic, productive force.

The Sales Manager’s role is successful to the extent to which he or she is able to
develop a highly skilled and productive sales force. In the end nothing else will
matter.uccessful sales management is measured by your ability to monitor and
support your sales team’s efforts and activities.

This means:
♦ Knowing how often clients or customers are being called upon
♦ Knowing how well your team is performing on the sales calls and being able to identify areas of strength to be capitalised on and weaknesses to be addressed
♦ Knowing how much business is being generated and the degree of effort
and time associated with new custom development
♦ Know why your top performer is so successful and how to help lesser performing people.
♦ Knowing that all customer activity information and data generated by your team is collected and stored, retaining this valuable information in the event of staff leaving.

These are just some of the important issues involved in successful sales management taught and discussed on this workshop.

♦ How many customer contacts did your sales team make last month?
♦ What was the percentage breakdown of successful vs. unsuccessful and
ongoing calls?
♦ How many perspective new customers were contacted last week by
each of your sales team?
♦ Can you trace the call activity history of every customer contact made
by any given representative over the past 12 months
If you can answer most of the above questions, chances are you may have the basics of a good sales management system in place.
Participants will learn:
Selection and Recruitment

Identify High Potential Candidates

Uncover key characteristics associated with top producers

Match selling skills models and styles
Sales Coach

Know “what” to coach - Sales Diagnostic Questionnaire

Know “how” to coach using a brief six step coaching model
Career Path

Reduce burn-out, off peak productivity and costly turnover

Keep top producers producing

Develop a career path for Sales Professionals
Leading and Motivating

Establish a strong achievement driven sales culture

Create a motivational environment

ignite and unify a singleness of purpose

Sales Planning and Forecasting

Project future sales utilising multiple cross checking techniques
Time and Territory Management

Training Modules
Module One
The Role of the Sales Manager
The two primary responsibilites of the sales managers are to achieve the company’s goals and to develop the people reporting to them. Many sales managers operate without a sales management process. On this workshop Sales Managers Masterclass the sales manager will learn how to put in place a sales management process where he can clearly define the activities and responsibilities of the sales force and construct a formal organisation of the sales operation.

Module Two
How to Recruit and Select Salespeople Who Can Sell
This highly interactive workshop Module workshop will present the findings of a two-year study of high-performing sales and service personnel. You will learn the characteristics that separate high and low performers in five different sales and telephone sales roles, plus practical strategies for recruiting, testing, interviewing and orienting new sales personnel to your company. Two key questions we will address: Can they do the job? And will they do the job here?

Module Three
Evaluating performance
 To manage effectively, the sales manager must manage to a quantifiable standard. Consequnetly frequent performance reviews and assesments are important to meet the company's sales goals. Learn how to asses standards of performance and put in place programmes for improving performance standards. Plus learn how to handle the difficult employee

Module Four
The Sales Manager Coaching for Success
On this workshop Masterclass workshop learn to asses the training needs of each individual member of your sales team. Conduct one-to-one performance assessment and define where you can develop your sales team successfully by coaching for success.
The sales manager as a coach has often been compared to coaching in the competitive world of sports. The sales manager plays an important role in helping to develop skills of the sales team to win business from the competition.

Module Five
Training and Motivating the Sales Team for Success
Understanding how motivation is dependant upon behaviour and attitude, the sales manager will learn how to motivate the sales team for peak performance. Plus design training sessions on products, services and skills needed to succeed in the world of sales

Module Six
Territory Management and Sales Forecasting
 To manage effectively, the sales manager must manage to a quantifiable standard. One of the keys to sales management success is knowing where your customers are located and being able to forecast how they will buy. In forecasting where sales are to be found the sales manager is required to organise the sales force for optimum effectiveness through good organisation principles and territory management

To help you grow your sales manager competencies and skills each module contains case studies from real life business situations for you to work on.