This program is designed to provide sales team managers with the skills to build and maintain motivated and high performing sales teams and explore approaches for managing different types of sales personnel. It provides a comprehensive overview of sales team management, covering the basics of what is required to function successfully in this role. Participants will develop motivational management techniques and leadership skills, and learn how to manage and revitalize under-performing sales people. A mix of practical activities and models are also explore to provide participants with the skill and knowledge to extract the best out of their people.
By the end of the program, participants will be able to:
- Outline the responsibilities and personal qualities required to effectively manage the sales team.
- Gauge when to employ appropriate communication strategies for a diverse range of situations and people
- Implement effective recruitment and selection processes for sales personnel.
- Conduct an effective performance appraisal.
- Plan strategies for building developing and motivating a sales team to produce desired results.
- Conduct successful and focused sales meetings.
- The key role and functions of sales team management
- Planning for the sales function and the role of personal selling in the company’s marketing strategy
- Setting sales objectives and strategies
- Recruiting the sales force
- Leadership – background, definition and personality; Power and influence
- Understanding others – attitudes, values, traits and competencies
- How understanding others helps us lead and motivate
- Extrinsic versus intrinsic motivation
- Implications for motivating the sales team
- Helping teams perform
- Performance management
New sales manager, existing sales managers who need to fine-tune their skills and current sales supervisors or
managers without formal training are best suited for this program.