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Sales Management: Managing Results

Course

In London ()

Price on request

Description

  • Type

    Course

  • Duration

    1 Day

Sales are a crucial function for any organisation and the lifeblood of any sales department are the sales staff themselves. Effectively motivating, coaching and leading a successful sales team is an exhilarating role with many rewards. It also has a plethora of pitfalls and unique challenges found in no other role. Even the most experienced managers can falter at the unique hazards of running a sales team.

This one-day training course has been designed to give delegates the appropriate tools to efficiently manage a prosperous team of sales professionals.

About this course

By the end of this workshop, delegates will be able to:

- Understand the causes of teams failing and how to plan for your team being successful
- Develop accurate sales forecasts
- Write a clear business strategy for your team and understand who you need to do business with
- Efficiently manage sales territories and conduct regular reviews of those territories
- Plan for the future by identifying individuals worthy of progression and giving them the skills required
- Manage the performance of your sales team and communicate standards clearly
- Manage the performance of under performers and handle difficult situations

Anyone involved with the management and/or supervision of sales staff, or those who are intending to move into the role.

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Reviews

This centre's achievements

2018

All courses are up to date

The average rating is higher than 3.7

More than 50 reviews in the last 12 months

This centre has featured on Emagister for 15 years

Subjects

  • Sales
  • Team Training
  • Developing Forecasts
  • Group Exercise
  • Time management
  • Business
  • Mentoring
  • Sales Performance
  • Performance Evaluations
  • Skill and Will

Course programme

MODULE 1: Avoiding Failure

Topics covered:
  • Causes of Team Failing
MODULE 2: Forecasting Sales Revenue

Topics covered:
  • Understanding Sales Forecasts
  • Developing Forecasts
MODULE 3: Business Strategy

Topics covered:
  • Who should you do business with?
  • Group Exercise
  • Where Should We be Spending Our Time?
  • The Sales Pyramid
MODULE 4: Managing Sales Territories

Topics covered:
  • Choosing the Best Territory Strategy
  • Conducting Sales Territory Reviews
MODULE 5: Succession Planning

Topics covered:
  • The Importance of Succession Planning
  • Multi-Skilling Your Team
  • Mentoring
MODULE 6: Performance Management

Topics covered:
  • Sales Performance
  • Performance Evaluations
MODULE 7: Managing Poor Performers

Topics covered:
  • Skill and Will
  • Improving Sales Performance
  • Addressing Substandard Sales Performance
  • Following up on Substandard Performance
MODULE 8: Your Personal Action Plan

Sales Management: Managing Results

Price on request