Managing the Salesforce

Managing the Salesforce

Duration: Two days

Objective

Sound motivation and communication skills are essential to good sales management practice. Both these skills are interwoven
throughout this highly interactive two day course which is an invaluable programme for Sales Managers relatively new to the
managerial role. This course is intended for Sales Managers who have gained some experience within their role, but have received
little or no formal training, and would like to learn a more structured approach to managing their sales team. Delegates will be trained
on methods designed to improve the performance of their sales team by successfully managing both results and activity.

Contents

By the end of this course each delegate will be able to:
Design and use management controls
Develop a simple manpower strategy
Prepare for and conduct recruitment interviews
Take responsibility for the training and development of their staff
Understand the principles of business planning
Measure sales performance and manage sales activity
Design an incentive programme for individuals and the team
Devise and manage a customer care programme

Who should attend

Sales Managers who are new to the role, have been promoted, or have little or no formal training in managing a sales team will
benefit from attending this programme.

Course benefits

After attending this programme, you will have a sound understanding of: -
You and your team's roles, responsibilities and relationships
Sales planning and systems
How to lead, manage and motivate your Team
How to effectively coach your team
How to make the most of one-to-ones and reviewing performance
Managing and leading remotely
Personal development issues for your teams

Additional information

This two-day programme can also be specifically tailored for in-house training purposes. This may be of interest for more
experienced Sales Managers who are looking to develop their motivational and coaching skills, or for those who feel they lack the
appropriate sales tools and systems to help them stay in control. Our highly experience and skilled Sales Trainers are able to offer
advice and recommendations on all manner of Sales Management issues and associated tools and products.

Certificates

All delegates who successfully complete this course will receive a certificate of attendance.

Trainers background

The trainer for this course has extensive experience in design and delivery of sales related training programmes. They have been successfully delivering training to both public and private sector organisations for over twelve years and previously held a number of
senior sales positions in variety of industries.

Locations: 

We deliver courses in Inverness, Aberdeen, Stirling, Glasgow, Edinburgh, Newcastle, Leeds, London and Belfast.