Sales management course

This 2 day course for sales managers and account directors is aimed at staff with responsibility for leading a team of customer-facing sales-people. Delegates will have been involved in high end sales activity for at least three years but not necessarily as a manager.

This highly interactive course builds on existing strengths and is focused on the different activities at the beginning, middle and towards the end of the fiscal year. We include Territory analysis and assignments on a vertical industry or horizontal capability basis; pipeline management and snatching victory from the jaws of defeat.

The course also covers appropriate ''leader'' behaviours for fostering team motivation, coaching and conflict management. An optional module covers understanding stress in self and others and extending comfort zones.
This course helps learners to :

• Apply skills that will help them build and manage a focused sales team
• Motivate teams to focus on strategic sales objectives
• Work at a closer level to senior decision makers
• Plan sales initiatives and executing on plans
• Understand how to make balanced financial decisions regarding sales opportunities
• Lead in a way that encourages growth and development

Ideally there will be a course executive sponsor at Board Level - somebody the delegates will respect and be interested to hear their opinions. The agenda allows for this sponsor to host a dinner on the first night and possibly open the second day''s sessions with a presentation on the company''s strategic market position and consequential planning.

The course is interactive and involves delegates being mutually supportive and sharing their experience and views. It combines theory modules with cooperative team exercises for: Sales leadership; building and motivating a successful team; territory assignments; coaching, counselling and conflict management; supporting major account sales to raise level of contact; crisis management and high value deal closure support; integration of the team''s activities into the bigger organisation; Partner relationship management as appropriate.

There is an optional module on stress management and helping staff manage their own comfort zone challenges.
Want this course tailored to meet your exact needs?
Contact us for a bespoke detailed course outline, or to arrange a no obligation meeting.