Professional Sales Management
Code
500
Type
Classroom
Duration
4
Modules
7
Skill Level
Awareness
Language
EN
Max
10
Certificate
Yes
Assessment
No
A sales organization has as much chance of succeeding without a sales manager as a football team without a head coach — zero chance, to be exact.
Sales managers organize, orchestrate, motivate, calculate and undertake a host of other activities that keep sales teams on goal and advancing in terms of revenue production and skill.
Achieving outstanding sales results in an increasingly competitive world is a difficult task. Only by establishing a modern sales force management system and by training sales management personnel effectively, can today’s firm compete
Professional Sales Manager Training course provides frontline sales managers with the knowledge, skills, and tools they need to drive bottom-line performance. It focuses on improving organization and forecasting skills, as well as other technical competencies aimed at guiding salespeople towards higher performance.
By the end of the Professional Sales Manager Training course, participants will be able to:
- Demonstrate traits of an excellent sales manager facing modern market challenges
- Design and deliver sales strategies, organize sales territories, and use different forecasting models to optimize sales results
- Appraise and train the sales team to generate increased sales and profits
- Show the characteristics of an excellent sales manager.
- Plan forecasts and quotas with more accuracy and precision.
- Set up sales coaching and counselling sessions effectively.
- Utilize and train the sales team to generate increased sales and profits.
- Show leadership and team building abilities to optimise sales results.
- Schedule effective and productive coaching sessions and individual sales performance reviews.
Professional Sales Manager Training course is designed for:
- Sales managers and directors who have a desire to increase their team’s overall performance, productivity, and profitability.
- It is also directed towards managers who want to increase the value they deliver to their sales reps and organization.
- The course will be a perfect fit for sales professionals new to, or considering a move to, a managerial role.
There are no specific requirements for this Course.
Course Outline
Sales Management and the Marketing Mix
- Common Characteristics of the Sales Force.
- The Sales Competency Model.
- The Primary Responsibilities and Roles of the Sales Manager.
- The Sales Management Functions.
- Major Mistakes Sales Managers Make.
Planning, Strategy, and Organization
- Structuring and Deploying the Sales Force.
- Establishing Sales Strategies.
- Sales Planning Basics.
- Sales Forecasting Guiding Principles.
- Sales Forecasting Techniques.
- Territory Design, Allocation, and Management.
Sales Process Management
- Comprehending the Psychology of the Buyer.
- Characteristics of Successful Sales People.
- Identifying the components of the Sales Process.
- Mastering the Sales Process Milestones.
Sales Management Capstone Competencies
- Recruiting Sales People (Process and Interview).
- Identifying Key Responsibilities.
- Pinpointing Critical Tasks.
- Training Sales People for Results.
- The Field Training Process.
Team Leadership and Motivation
- Team Inventory and Assessment.
- Identifying Team Roles, Strengths, and Weaknesses.
- Coaching Sales People for Peak Performance.
- Leadership Principles and Skills.
- Motivation: Guidelines and Roadmaps.
- Incentive Compensation Design.
Sales Performance Management
- The Critical Importance of Setting Standards.
- Types of Standards.
- Sales Force Analytics and Reporting.
- Aligning Metrics with Sales Performance.
- Sales Evaluation Methods.
- Confronting Incompetence.