Managing Sales Team Course
OVERVIEW
This training course teaches the fundamentals of sales team management. Delegates will learn how to be successful sales managers, select sales professionals, build unity and trust in a sales team, interview successfully, train sales professionals, set performance standards, and conduct performance evaluations. Course activities also cover choosing a territory strategy, conducting territory reviews, developing and using sales forecasts, conducting sales meetings, and setting goals in meetings. Delegates will also learn how to motivate sales team members, implement compensation practices to keep top performers, identify and improve substandard performance.
OBJECTIVE
By the end of this training, participants will be able to:
- Understand key principles in managing a sales team in today's business context
- Analyse current issues and apply best practices in sales force management
- Gain key competencies in leading sales team to effectively manage key customer portfolios and seek new opportunities
TARGET PARTICIPANTS
This course is recommended for New, existing or potential sales managers who want to acquire or refresh sales management skills in a structured manner in the shortest possible time.
COURSE CONTENT
The Foundation of Effective Sales Team
- Building Trust in Sales Teams
- Relationships Within the Team
- Managing Sales
- Selecting Salespeople
Effective Sales Performances
- Training Salespeople
- Sales Performance
- Sales Meetings
Managing Sales Territories
- A Territory Strategy
- Conducting Sales Territory Reviews
Forecasting Sales Revenue
- Understanding Sales Forecast
- Developing Forecasts
Motivating Sales Team
- Improving Sales Performance
- Motivating Salespeople
- Measuring Motivation Levels
TEACHING AND LEARNING PROCESS
- Interactive workshops.
- Practical on-the-job application.
- Reflections Online resources and activities
Practice & Simulation of Managing Sales Team
Post Test; Lesson Learned and Evaluation
Commitment and Action Plan