About this Course

For new Sales Managers, making the transition from selling to sales management is never easy. Even with seasoned Sales Managers, a strong foundation in skills is required to effectively manage a sales team due to constant changes in the business environment.

This 2-day course will equip Sales Managers and new Sales Managers with the knowledge and competencies to manage a sales force at the highest level. It will enable them to lead each salesperson within the team to excel in the marketplace and accelerate sales performances.

In an era of hyper competition, every Sales Manager need to adapt quickly and lead the team to beat competitors who operate on different rules. The lack of fresh in-depth knowledge and competencies to manage the sales force in today's complex environment can lead to team performance which is far from maximum potential.

Learning Outcomes:

Understand key principles in managing a sales team in today's business context

Analyse current issues and apply best practices in sales force management

Gain key competencies in leading sales team to effectively manage key customer portfolios and seek new opportunities

Course Outline:

Modern Sales Force Management

• The challenges of today's marketplace
  
• The role of the Sales Manager
  

Fundamentals of Sales Planning

• A framework of sales planning
  
• Planning sales growth and profitability
  

Managing the Sales Process

• Designing the Sales Process
  
• Managing Sales Territories effectively
  

Coaching for improved Sales Performance

• The Sales Manager as Coach and Leader
  
• Coaching techniques to enhance sales performance
  

Sales Performance Management

• Setting quotas, incentives and rewards for the sales team
  
• Measuring sales force effectiveness and efficiency
  

Who Will Benefit?

• All middle and senior managers who are required to achieve results through a sales team.
  
• Managers who are required to perform the sales management function within their organisation.
  
• Executives who are about to assume sales management responsibilities.
  

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