About this Course

All sales leaders or successfully sales professionals will eventually move into management positions. The role of a Sales Manager is the vital key ingredient to the success of a sales organization. The impact is very significant to the success or survival of an organization.

If you don’t manage the sales team and lead them in the right direction, the whole organization can fall apart. Managing a sales team is not easy and leading them to achieve is even harder as most often than not you have to execute with a given strategy and produce results defined by people who are higher up in the management.

In this one day workshop, whether you are new to this role or a seasoned professional, you will walk away with new ideas or approaches that exceed your expectations.

Objectives

• In this workshop, participants will learn about:
  
• Understanding the roles of a sales manager
  
• Developing the competencies of a successful sales manager
  
• Managing self Versus managing a sales team
  
• Motivating a sales team effectively
  
• Sales process management
  
• Road map to success
  

Outline

The workshop content is as follows:

1. Roles of Sales Manager

• Behind every successful sales team is the Sales Manager.
  
• No one like to be managed - dos and don’ts of a Sales Manager.
  
• Recruiting and hiring the right sales person.
  
• Effective planning and setting realistic sales targets for the sales team.
  
• Fostering effective communication among team and with other departments
  

2. Understanding the key attributes of a successful sales person

• Identifying and attracting successful people to join your organization.
  
• Strategies to retain the successful salesperson.
  
• Developing salespeople's belief in the company and products.
  

3. Becoming a successful sales manager

• You do not have to be a top salesperson to be a top sales manager.
  
• How the manager should work with each sales person.
  
• Building team members’ sales competencies.
  
• Leading, motivating and coaching sales people.
  
• Delegating effectively.
  

4. Collective approach to sales management process

• Avoidance of over-managing and under-leading a sales team.
  
• Structural approach and step by step process of managing an effective sales team.
  
• Creating a balance between rulemaking and autonomy.
  
• Reward and discipline, managing and counseling weak or poor performance.
  

Methodology

• To anchor the learning and winning behavior, the workshop incorporates:
  
• Applicable industry examples
  
• Interactive exercises and role plays
  
• Case study

Who Should Attend

Newly appointed or junior sales managers, sales team leaders, marketing and product development executives with little or no prior experience in managing a sales team.

Also suitable for any sales person who wish to learn more about what drives the sales organization and how to be successful in the sales management positions.

What questions this training programme provides answers to:

• How to become a successful sales manager?
  
• How to incorporate individualism in team work?
  
• How to reward discipline your team?
  

Duration

Time 9am - 5pm

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