Course Aim

To enable delegates to have a clear understanding of the Sales Management role and how to become more effective sales managers.

The programme is suitable for experienced sales managers, as well as those who have been, or are about to be, promoted into sales management.

Course Objectives

By the end of this course delegates will be able to:

• List the roles and responsibilities of a Sales Manager
• Describe how to get effective results from a sales team using sales plans and targeting techniques
• Explain how to prepare a successful sales plan
• Describe the recruitment and selection process for staff
• Describe an effective interview strategy
• Explain how to implement a successful training plan for their staff
• List the ways to run effective meetings
• Describe how to negotiate to a win/win situation
• List the skills needed to tackle problems and make decisions
• Explain the rewards and benefits of team building
• List the skills requires for effective communication
• Describe ways to improve performance appraisal skills
• Detail ways to advance time management skills
• Describe the techniques to improve presentation skills

Course content includes:

• The sales management role
• Sales planning and targeting
• Management styles
• Taking over new sales teams
• Recruiting and selecting sales staff
• Leadership and motivation
• Setting standards of performance
• Teambuilding
• Problem solving and decision making
• Appraising sales force performance
• Field sales training
• Setting team and personal goals

How the course works

Delegates are given a full understanding of what is expected of them in their role as sales managers.

Over the period of the programme, delegates look at the key management skills and practise their use, identifying practical solutions to a range of problems faced by them as sales managers.

The programme is designed to meet the needs of individual managers as well as the needs of the organisation.

Objectives are set at the beginning of the programme and progress is measured at regular intervals, to ensure that results are achieved, back in the field.