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:

Date: 28th September » 29th September, 2008
Brochure Price: Dhs 3160.00
Online Price: Dhs 2,844.00 (Ramadan Discount (10%))

All courses run during Ramadan from 1st September 2008 to 30th September 2008 will qualify for a 10% discount (including booking online or offline).

To cater for the needs of Muslim delegates fasting, courses will start earlier and all breaks will be substantially reduced.

Tutor / delegate contact time will remain at 6.5 hours.

Dubai Hours: 8:00 a.m. to 3:30 p.m.
Abu Dhabi Hours: 8:00 a.m. to 3:30 p.m.

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.

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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!"'

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