Course Structure In company Training Course Can be tailored to suit your needs and number of days can be as required Average daily training rate @ £1850 plus VAT (£2173.75) per training group Please contact Tom Owen on 0845 658 0654 for more details   If you are looking for individual training please click here or call Maxine or Patricia on 0845 658 0654 NEW SALES MANAGER The challenge of successfully managing a sales team requires a set of skills, techniques and behaviours which actual sales experience does not provide. This course helps participants to make the transition into management successfully, and to begin the development of all aspects of their role ensuring that the individual, team and corporate goals are met.

Who should attend?

A crucial course for new sales managers who need to quickly develop their management skills to make an immediate impact in their new role. Practising sales managers with little or no previous training will also benefit from this programme.

Objectives

By the end of the course participants will be able to:

• apply sales management techniques to enhance both individual and team performance
• plan, monitor, measure and control sales activities more effectively
• utilise different techniques to motivate their teams to give their best
• prepare and conduct effective and challenging sales meetings

Programme Content

Role of the Sales Manager

• personality profile - your preferred management style
• SDI - Strength Deployment Inventory
• sales management skills and responsibilities
• developing leadership flexibility

Planning, controlling and reporting

• sales management processes
• key performance indicators
• pipeline measurement and business planning
• setting performance standards and time management benchmarks
• monitoring and maintaining performance

Building the team

• characteristics of high performing teams
• working styles and their contribution to team effectiveness
• compensation schemes and sales strategy

Communication

• effective sales team meetings
• announcing sales incentives and difficult decisions

Motivation

• understanding what motivates and de-motivates sales people
• applying the most appropriate ‘motivators’

Training and coaching

• creating and monitoring development plans
• adopting appropriate coaching styles
• planning and initiating successful field coaching
• handling difficult coaching situations
• managing difficult sales personalities