This course is aimed at newly appointed, or relatively inexperienced sales managers. It will also provide a refresher for more experienced sales managers who would like to learn new concepts and best practices to help ‘re-energise’ their sales teams. The course provides the opportunity for all delegates to enhance their skills, and enable them to manage their sales teams more effectively and with more confidence.
About The Programme
The sales manager has a vital role to play in an organization. They must enable sales teams to achieve, or exceed, their sales targets, which directly contributes to the growth of the ‘bottom line’ for their organization. To be able to achieve consistent results means sales managers must create an environment that encourages salespeople to deliver top-quality results. There is a great deal involved in always getting the best out of your team, keeping them disciplined, motivated, and hitting, or exceeding targets – consistently!
To develop the skills necessary to become a top-class winning sales manager
To appreciate the importance of consistency when managing a sales team
To understand the different ways to motivate your sales team
To know how to get the best out of your individual salespeople
To be able to create a productive environment for team performance
To identify the disciplines needed for salespeople to work effectively
To know how to measure the performance of your team, and make the necessary decisions to maintain high performance
What You Will Gain
A clear understanding of the role of a sales manager
The ability to manage your team to achieve the desired sales results
The key building blocks for creating a positive and productive sales team
The confidence to know how to get the best out of your people
Useful sales management tools for measuring performance
Many practical tips for sales management success
Managing And Leading Your Team > Definition Of Management And Leadership > The Role Of The Sales Manager > The Skills Needed To Be An Effective Sales Manager > The Role And Tasks Of Management
Setting Objectives > Setting Your Personal SMART(ER) Objectives
Analysing Your Sales Team > The Skills, Qualities, Behaviours, And Attitudes Of A Successful Salesperson > Team’s Strengths And Weaknesses
Measuring Performance > Setting Sales Targets For Your Salespeople > Key Performance Indicators (KPIs) For Your Team > Measuring The Overall Performance Of Your Salespeople
Setting Sales Plans > Forecasting > Dangers When Forecasting > Factors To Consider When Forecasting
Reports > Types Of Reports
Motivating Your Sales Team > Motivation At Work > Symptoms Of Good And Bad Motivation > Hierarchy Of Needs – Maslow’s Pyramid > Herzberg – Hygiene Factors And Motivating Factors
Focusing On Productivity > Developing A High Productivity Environment > Handling Poor Performance
Developing Individuals > Training > Feedback – Guidelines For Giving And Receiving Feedback > Appraisals > How To Sustain High Performance
Recognising And Rewarding Your Team > Recognising Employees Beyond Their Salary > Incentive Schemes
A Look Forward – Sales Management Checklist
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: AED 4,300/- + VAT, which includes – Training Materials, Lunch and Refreshments. Discount available for multiple bookings.