Spearhead Training > Sales and Marketing > Managing A Successful Sales Team

Managing A Successful Sales Team
'Building A Winning Sales Team - "You Can’t Manage What You Can’t Measure!"'

Who Should Attend?
This practical course will allow newly appointed and experienced Sales Managers the opportunity to develop their skills and manage their sales teams more effectively.

About the Programme
The Sales Manager plays a vital role in any organization. They must attain the sales targets, which directly relate to the achievement of the 'bottom line' for the company. But to be able to do this, they must manage their team to produce the results. There is a great deal involved in bringing the best out of your team and keeping them motivated to achieve and exceed the targets - again and again!

Course Objectives

• To develop the skills necessary to become a winning sales manager
• To understand the ways to motivate your team
• To know how to bring the best out of your team
• To be able to create a productive environment for team performance
• To know how to measure the performance of your team and make the necessary decisions to continue high performance
• To achieve your sales goals through your team’s efforts

What You Will Gain

• The ability to manage your team to achieve the desired sales results
• The confidence to know how to get the best from your team
• Useful Sales Management tools for measuring performance
• Many practical tips for success

Programme Contents
DAY ONE

• Setting Objectives & Sales Plans
  • Forecasting
• Managing & Leading Your Team
  • The Role Of A Manager
  • Management By Example
  • Situational Leadership
  • Setting Standards
  • Communicating With Your Team
  • Managing Conflict Within The Team
  • Dealing With 'Ego' In Sales Teams
• The Sales Process
  • Understanding What Makes A Good Salesperson
  • Assessing Your Team’s Strengths & Weaknesses
  • The Four Areas Of Knowledge Needed To Be Successful In Sales
• Qualities For Being A Winning Sales Manager
  • What Successful Sales Managers Do
  • What Sales Managers Shouldn’t Do
  • Time Management
  • Being A Trainer & A Coach
• Measuring Performance - Sales Management - Performance Tools
  • Setting Sales Targets
  • Assessing Your Team’s Performance
  • Using Reports As A Tool

DAY TWO

• Motivating Salespeople
  • Positive Motivation
  • Understanding De-Motivation
• Focusing On Productivity
  • Developing A High Productivity Environment
• Developing The Key Skills In Your Sales Team
  • Developing Individuals
    • Feedback
    • Appraisals
  • Understanding What Can Go Wrong In Teams
  • How To Handle These Factors
  • How To Sustain High Performance
• Recognising & Rewarding Your Team
  • Using More Than Just Salary
• Ensuring The Best Relationships With Your Clients
  • Building Long Term Relationships
  • Customer Retention Model
• Personal Checklist For High Sales Management Performance

2 Days - Non-Residential
Location: Dubai

Delegate spaces available on the following course dates:

Before the course each delegate will be asked to complete a Pre-Course Briefing Form to determine their individual objectives for attending the course. These objectives will be used by the tutor to give on-target training that is focused on the individual delegates.

At the end of the course each delegate will be asked to complete a Personal Development Plan that can be used as part of future appraisals and that will also be an important tool for management reference.

Total investment includes - Training Materials, Lunch & Refreshments.