Critical
success
within
any sales
organisation
is dependent
upon effective
sales
management
and the
ability
to communicate
the function
and role
of'A Sales
Manager'
in a confident
and professional
manner.
To be
successful
in today's
highly
competitive
markets,
everyone
involved
in the
sales
function
of any
market
focused
organisation
needs
to perform
at the
highest
level
of potential
- this
is where
strategic
sales
management
needs
to be
effectively
put into
place
and to
be communicated
to everyone
in a professional
way.
Objectives
-
Understand
the key
skills
needed
for an
effective
sales
management function
- To develop
confidence
and emphasis
through
communicating
effectively
with the
sales
force
- Apply
the new
understanding
to their
own organisation's
culture
and
management
style
On Completion
You Will
Be Able
To
- Develop
a better
understanding
on the
current
thinking
about
sales
management
techniques
and effectiveness
- Understand
their
own sales
management
style
- Communicate
their
role in
an effective
and professional
manner
to
both senior
management
and direct
sales
staff
- To increase
sales
achievement
through
a better
sales
structure
and
management
procedure
- Increase
market
share
and revenues
from existing
accounts
Who
Should
Attend?
Anyone
who, as
part of
their
role needs
to manage
sales
staff
directly
or the
sales
function
of their
organisation
in a dynamic
and professional
manner.
Course
Content
Revisit
the
Management
Basics -
The
scope
of
the
sales
manager's
role
-
Adapting
the
role
to
your
organisation's
culture
-
Managing
vs.
Leading
Team
Motivation -
Building
on
peoples'
basic
needs
-
The
individual
within
the
team
-
Target
setting
and
attainment
through
people
Planning
&
Managing
your
Time -
Jurans
'truth'
-
Urgent
vs.
Important
-
Knowing
what
your
job
is
-
and
isn't
-
Controlling
your
environment
Communication
Skills -
Influencing
vs.
Threat
-
Listening
effectively
-
Using
question
to
control
-
The
written
word
Setting
Targets
&
Appraisals -
Territory
vs.
Product
Responsibilities
-
Account
responsibilities
-
Appraising
to
motivate
Operational
&
Strategic
Management -
Understanding
the
difference
-
Planning
for
success
-
Managing
within
the
overall
strategy
Management
Reporting -
Developing
systems
that
everyone
understands
-
Individual
reviews
-
Effective
forecasting
-
you
and
your
staff
Active
Listening
&
Questioning
Skills -
The
Skills
needed
to
Listen
at
Work
-
Face-to-Face
Skills
-
Effective
Questioning
Skills
Influencing
&
Negotiating
Skills -
Planning
your
Position
-
Giving
and
Getting
-
Getting
to
Win/Win
The
'Meeting'
Process -
Planning
and
Setting
the
Agenda
-
Getting
contribution
from
everyone
-
Ensuring
Effective
Follow
Up
Action
is
taken
Practical
Sessions A
series
of
individual
and
group
activities
to
consolidate
the
key
skills
introduced
during
the
course,
with
individual
Action
Plans.
