SALES COACH

Course

In London

Price on request

Description

  • Type

    Course

  • Level

    Intermediate

  • Location

    London

  • Duration

    2 Days

  • Start date

    Different dates available

Unlike traditional certificates, diplomas or master disciplines such as finance, marketing, or manufacturing management, most universities offer few, if any courses, on selling or sales management. If anything, the name salesperson conjures up the sleazy and pushy car salesman.

In addition, few companies offer comprehensive sales management training programs for their sales managers which is counterintuitive because sales are the lifeblood of any business.



The reality is that most sales managers learn how to manage through on-the-job experience. Often, sales managers are former sales professionals (star performers) who get promoted into management with little or no training in managing sales teams.



Managing a sales team is probably the most challenging position in any company, requiring a unique set of skills. Sales managers are responsible for a range of diverse tasks, including recruiting and hiring new sales professionals, managing a sales pipeline, coaching, sales forecasting, and leadership and motivation. In many organisations, sales managers are required to both sell and manage. Additionally, they face the challenge of managing sales professionals who are typically independent, strong-willed, and often have little day-to-day contact with their managers.



Companies tend to assume that successful sales professionals will make successful sales managers. This is a flawed assumption. Think about professional sports where many great players ended up being mediocre coaches. Likewise, great sales professionals often have a hard time making the transition to management.



The key reason the transition from sales professional to a sales manager can be challenging is that each role requires a different set of skills and knowledge.

Facilities

Location

Start date

London
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Start date

Different dates availableEnrolment now open

About this course

58 percent of buyers report that sales reps are unable to answer their questions effectively.
82% of B2B decision-makers think sales reps are unprepared.
According to a recent report, the best sales training will improve the performance of an individual on average by 20%.

Sales Manager and Leader

Certificate in Professional Sales Management

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Subjects

  • Coaching
  • Sales Training
  • Forecasting
  • Sales
  • Team Training
  • Sales Manager
  • Manager’s
  • Sales standards
  • Setting
  • Company
  • Engagement

Course programme

COURSE MODULES
  • What is a sales manager’s real role?
  • Setting the standards
  • Company Vision, Culture and Key People
  • Igniting emotional engagement
  • What is the best way to sell?
  • How should sales representatives find, qualify, pitch, close, retain, grow and ask for referrals
  • Telephone preparation and debriefing
  • Field sales preparation and debriefing
  • Managing Objections
  • Sales Change
  • Selling in a team
  • Sales Playbook
  • Developing a sales strategy
  • Working with technology
  • Mapping the sales cadence
  • Sales Forecasting
  • The Sales Representative and the Sales Manager
  • Managing Performance
  • Managing Different types of teams
  • Managing Experts
  • Sales Coaching
  • Non-Performing Sales Representatives
  • Recruiting
  • Setting Salary and bonus​
  • Time Management
  • Urgent Vs Important
  • Reporting System and Information flow
  • Wiki Library
  • Customer Relationship Management (CRM)​
  • Office Politics
  • Business Ethics​
  • Add-on
  • Microsoft Excel, Word and PowerPoint (Beginner, Intermediate or Advanced)

SALES COACH

Price on request