Salesforce Management

Programme content

The role of the Sales Manager
• The issue of the Manager as a scarce resource.
• Managing vs selling.
• Achieving a positive impact on both customer and seller.

Tactical sales planning
• Planning the sales strategy.
• Strength and attractiveness matrices.
• Resources application.
• Planning and reviewing strategy with sellers.
• Activity analysis methods to track progress and identify 'gaps' for coaching application.

Customer relationship management
• Understanding the relationship cycle.
• Planning and reviewing CRM strategy with sellers.
• Ensuring the right levels of customer interaction.

Motivating the salesforce
• Applying established theories to understand what motivates salespeople.
• Barriers, demotivators and how to cope with them.
• Successful motivation strategies.

Leadership
• Understanding the manager's preferred leadership style.
• Which style is appropriate and when?

Behaviours for successful management
• Awareness of the manager's natural style and the flexibility of that style.
• Can the manager adapt easily to given situations?
• How does the manager's behaviour impact on others?
• 11 Category behavioral profiling.
• Influence and persuasion: the Push and Pull styles.

Meetings
• Establishing clear, understandable objectives.
• Ensuring objectives are met.
• Running successful and productive meetings.
• The research: Filter and Amplifier meetings explained.

Coaching
• Coaching that motivates.
• Matching coaching style to the salesperson's level of development.

Training design and methodology

This course teaches a range of knowledge, processes and skills. Interactive roleplay exercises are utilised in small groups with an observer. Delegates then receive objective feedback on their skill usage so that they understand their strengths and weaknesses and can begin to modify their behaviour into more effective patterns.

Materials

Delegates receive booklets covering the content of each major session in bullet-point format for ease of reference.