Success in a sales management role includes both meeting sales targets and building a strong team capable of creating long term relationships with clients. You will explore both dimensions during this intensive program.

Overview

The role of the contemporary sales manager is complex. It frequently involves a balancing act between pushing hard to achieve personal and team goals whilst also supporting, developing and coaching individual team members. In addition, the sales manager may also have their own sales target to achieve. All of these differing elements will be covered in this comprehensive program designed to deliver the essential knowledge and skills required to succeed.

Participants will be taken through the discipline of identifying individual and team targets, forecasting, planning and client allocations. This includes navigating the sometimes difficult conversations with team members to negotiate objectives and targets. Equally important, the program will guide you through the strategies to coach and develop team members to give them the maximum opportunity to achieve their targets. This program offers aspiring and current sales managers a rich and intensive program to help them build a champion team.

Who Will Benefit

Current and aspiring sales managers who want to develop a high performing sales team, and who want to learn how to maximise the sales from their market segments.

Content

  • The key result areas of a sales manager
  • Building a successful sales team
  • Sales planning, forecasting and budgeting
  • Measuring the performance of field sales people
  • Incentives and compensation options
  • Motivating the team
  • Counselling, discipline and appraisal interviews
  • Making presentations
  • Coaching others who give sales presentations.

Learning Outcomes

Participants should be able to:

  • Plan sales operations
  • Direct the sales team
  • Evaluate sales team effectiveness and performance
  • Prepare a presentation
  • Build and maintain networks
  • Review current business performance and capability
Course Number
210
Dates
    Make a Booking
    Duration

    3 Days (1 day per week for 3 weeks)

    Time
    Location

    * Minimum numbers are required for course to proceed

    Similar Programs

    Designing Your Customer Service Strategy

    This program focuses on the existing customer experience and where the current experience may be failing its customer's needs. It will look at preparing a customer service strategy, communicating the plan and monitoring the performance against the strategy.

    How to Deliver Great Service

    First impressions do really count. Discover what great customer service looks like in order to make this a positive impression every time. The program covers both external and internal customers and will also offer practical steps on how to handle difficult customers.

    Building Client Relationships

    Developing healthy relationships with clients and stakeholders are fundamental in running a successful sales strategy within an organisation. This program covers several aspects of client relationships from first contact through to maintaining and improving those relationships over the longer term.

    Driving Your Marketing Strategy

    Identify, evaluate and review your marketing opportunities to align your marketing strategy with the broader organisation strategy. During this program you’ll learn the essential elements of preparing and implementing your marketing strategy.

    Negotiation Skills

    Research shows that most inexperienced negotiators rush too quickly to bargaining and don't spend enough time on planning. This program equips participants with the tools, techniques and tactics required to manage negotiations successfully.

    Introduction to Selling

    Discover the essential principles of selling and remove the fear of being high pressure or manipulative. This program is ideal for people who are new to selling or who consider themselves as 'non-salespeople'.

    Leading Customer Service

    Organisations that deliver exemplary customer service are well led. Their service culture is guided by leaders who set expectations, role model appropriate behaviours and monitor service delivery. Help your service leaders deliver the service promise through skills learned on this program.

    Online Writing

    Online activity including business has exploded in the last few years. The subtleties and differences of writing in an online environment are analysed and discussed in this program. As a result participants will be enabled to create effective online documents such as Web pages, electronic newsletters and PDF documents.

    Effective Stakeholder Engagement

    Communication by managers within an organisation should be guided by the real needs of stakeholders. This program explores several tools to help identify those real needs and not just work from assumptions. In doing so, organisations can create communication strategies that enable effective engagement with those stakeholders.

    The Sales Professional

    ‘Nothing happens until a sale is made’ is an old mantra that highlights the need to have highly skilled sales and business development professionals representing your organisation. Over three days, participants are exposed to the essential prerequisites to succeed in a sales role.