Certificate: Course Completion Certificate
Language: English
Duration: 2 Days
Credits: 16
Course Delivery: Classroom/ Virtual Live/ On-Site
Offers: Groups of 5 - 10 people 10% Discount | Groups of 11 - 20 people 15% Discount
Course Overview:
A successful sales manager's job is to provide clear direction and support to his/her team enabling them to excel and develop to reach their full potential. Sales managers often rise to this position from a successful career in sales. But the skills required of a successful sales manager are quite different from the skills of a sales person which is one of the key points that this program will be focusing on.
This two day program will enable delegates to have a clear understanding of the successful sales manager's responsibilities and how to become more effective in their roles in this challenging competitive business environment of today. Over the period of the course delegates will explore key leadership skills as well as the essential sales managerial skills needed for them to effectively forecast and implement effective sales plans, motivate, monitor and evaluate the performance of their people and provide the required direction and support ensuring measurable sales results from their sales teams.
This course also includes se,veral bonus forms that were designed to help you prepare your sales forecast and complete sales plan. (Forecast data form, Sales plan support form)
Learning Objectives:
- After completing this course, delegates will be able to:
- Understand the roles and responsibilities of a sales manager
- Learn skills to achieve better results through their teams using sales plans and targeting techniques
- Clearly understand how to prepare a sales forecast and a sales plan for their sales operation
- Properly observe, evaluate, and give feedback to team members and set performance development objectives using assessment tools supplied and provided within the training program
- Explore ways to motivate their sales teams and create a more motivating environment.
- Run more effective sales meetings and morning huddles to inspire motivate and provide clear direction to their sales team members.
Agenda:
Introduction - A sales management primer
- What is your job?
- Sales Manager Versus Salesman.
- The perfect salesperson- Activity
Module 1: A Strategic Look at Sales Management:
- Sales management - is it strategic or tactical?
- What are my CSF's? - Critical success factors.
- SWOT and PESTLE analysis.
Module 2: Sales Forecasting:
- What is forecasting and how it can help sales performance?
- Identify different forecasting methods.
- Follow a simple 4-step process to create a sales forecast.
- Avoid common forecasting pitfalls.
Module 3: Sales Planning:
- Setting up your sales strategy.
- Put together the main components of your sales plan.
- Specify sales tactics to achieve strategy.
- Sales planning best practice examples.
- Practical skill practice activity - Create a sales plan for your sales operation.
Module 4: Sales performance management:
- Setting sales objectives.
- The 3-step sales performance control plan.
- Guidelines for proper sales performance evaluation.
- Handling the underperforming sales team members.
Module 5: Motivating your sales team:
- What motivates us?
- Knowing your team inside out.
- Creating a motivating environment for your team.
- Understand the factors that combine and drive personal motivation.
Module 6: Running effective sales meetings:
- Effective versus badly run sales meetings
- Planning your sales meeting sequence.
- Successful sales meeting checklist.
- Team huddle versus team meeting.
Certification:
Once after the training, you receive a course completion certificate from the Academy for Pros
Prerequisites:
There are no formal prerequisites.
Course Materials:
Students will receive a course manual with presentation slides and reference materials.
Technical Requirements:
For eBooks:
Internet for downloading the eBook
Laptop, tablet, Smartphone, eReader (No Kindle)
Adobe DRM-supported software (e.g. Digital Editions, Bluefire Reader)
eBook download and activation instructions
Target Audience:
Sales Managers
