Training program Sales Management

 

Duration:              2 days consecutive

Timing:                  9.00 a.m. - 5.00 p.m.

 

 

Objectives:

After the course participants will be able to:

  • Use coaching and counselling techniques when appropriate
  • Describe the role of a sales manager
  • Describe and use both management and leadership behaviour
  • Use techniques for market research
  • Explain Account Management and install account management systems
  • Set up a sales plan and forecast, calendarised and with 90 day milestones
  • Develop action plans to reach sales goals
  • Describe and use techniques for team building
  • Run sales meetings effectively
  • Apply and teach on performance management elements such as "goal setting, work and goal review and performance appraisal"
  • Explain Territory Management and install territory management in a sales team
  • Develop an effective information flow from and to the sales force
  • Recruit new sales team members effectively

 

 

Indicative Program:

Day 1:

·       Introduction:

§ Logistics

§ Objectives

§ Experience

§ Table team formation

·       Review of the principles of coaching

·       Role of the sales manager

·       Management versus Leadership

·       Market potential analysis, trends, changes

·       Grouping customers A, B. C accounts

·       Account management systems

·       Sales plan, quarterly goals, monthly goals, critical closes

·       Action planning and follow-up

·       Feedback day 1 and wrap up

 

Day 2:

·       Review of day 1

·       What makes a real team?

·       Effective sales meetings

·       Performance management:

§ Results needed, setting standards: sales $, time, expenses, quality

§ Knowledge required

§ Skills definition

§ Activity management, activity reports, call frequency calculations

·       Forecasting results

·       Strategies towards the market

·       Territory management and route planning

·       Communication, what’s relevant and … what not?

·       Recruiting new sales people

·       Action planning

·       Wrap up