Managing, Motivating and Coaching Sales Teams to Achieve Excellence

Managing, Motivating and Coaching Sales Teams to Achieve Excellence A practical Training Workshop focusing on the skills, knowledge and behaviours required to lead sales teams, achieve excellent results and deliver consistent business growth in challenging markets.

Course Objectives

• Lead, inspire and motivate a diverse group of sales people
• Identify, communicate and achieve demanding business development goals
• Appraise, correct and improve individual and team performance
• Recruit, train and develop successful sales people and make effective adjustments that support overall team development
• Utilise training and development to enhance personal and corporate achievement
• Define and apply team and individual behaviours that achieve consistent success

Who Will the Course Benefit? Sales Managers, Sales Directors, Managing Directors, Team Leaders, and also senior sales staff who are interested in becoming a sales manager.

Course Duration 2 Days
Course Content DAY 1 Introduction to sales management

• The tasks and key elements of successful sales management
• How to lead and gain the trust and respect of your team
• Setting and agreeing targets and objectives with your people
• Time and activity management

Managing sales performance

• Assessing, appraising and correcting performance
• Effective sales call accompaniment
• Running effective sales meetings
• Motivation and personal growth

DAY 2

Personal styles and development

• Motivating different personality types
• Fostering a team spirit of high performance
• Coaching and training skills that increase your team†s productivity
• How to delegate and give responsibility to your team

Controlling and Directing the team for success

• Assessing the sales pipeline
• Managing disputes and disagreements in your team
• Core elements of successful recruitment
• What to do when the going gets tough
• Personal action planning

The course is run in an interactive style that is aimed at addressing the real issues being faced by delegates. Whenever possible they will leave with personal action plans to apply back at the workplace.


PL2175 - Managing, Motivating and Coaching Sales Teams to Achieve Excellence.pdf