Advanced Sales Management

Course Content:

The Sales Manager’s Role

Identify and characterise best sales management practise. We distinguish four levels of sales management and sales competence then identify the levers available for increasing sales performance.

Selecting Top Performers

Selecting the right people in the first place, makes the job much easier. In this module, we examine the cost of hiring mistakes and study the means of eliminating them.

Motivation

Leveraging intrinsic motivators doesn’t depend on increasing benefits. We share the conclusions of major motivation studies. Through a questionnaire, participants identify their own intrinsic motivators, learn how to recognise those of others, and then discover strategies for leveraging them.

Ownership and Accountability

Getting things done through others is an essential management ability. A step-by-step method equips participants to help team members set their own goals and make themselves accountable for their achievement. The same steps are adapted to provide a guide for admonishing people in a way that increases respect, cooperation, and commitment.

Motivating Appraisals

Appraisals should be motivating. Through discussion and study, participants learn how to banish appraisal dread and turn the opportunity into a motivating experience that renews commitment.

Management Style

Identifying, sorting, and discussing management behaviours to identify best practice is the basis for an exercise that helps participants understand their management style and recognise any changes that may be necessary.

Interpersonal Style

Personality differences demand individual attention. Participants learn how to recognise and adapt for different personality styles. Learning this ability helps leverage intrinsic motivators.

The Manager as a Coach

Learning a coaching formula for leading rather than telling, provides a platform for using a series of tools that help sales people increase productivity and results.

Developing People

Helping people develop tends to take a back seat behind getting results. In this module, participants learn how to help team members take more responsibility for their own development.

Designing the Future

Forethought, planning and preparation are essential elements of consistent sales performance. In this module, we examine the disciplines, habits, and methods necessary to minimise risk and the consequences of neglecting this aspect of success.

Sales Process without Constraint

Assigning labels to steps and stages in a sales process facilitates measurement, improves internal communication, and improves forecast accuracy. In this module, participants identify the natural steps in their own sales process and assign their own labels.

Pipeline Management

Building on ‘Sales Process’ work, participants learn how to increase sales predictability using pipeline management tools. This module equips sales managers to anticipate shortfalls and take corrective action in advance.

Meeting Management

Meetings are notorious time wasters. In this module, participants work out how to stay in control, keep things on track, achieve objectives, and increase motivation through effective meeting management.

Leadership v Management

Effective sales managers must provide leadership as well as management. In this module, participants examine the differences and identify opportunities to develop their leadership abilities.

Implementation Planning

In this final module, participants consider the barriers and constraints affecting implementation and plan how to deal with them.