Sales Management: Introduction

COURSE OUTLINE
Full details of modules and topics covered in this one-day course

DURATION

This is a one-day training course structured into 6 modules

COURSE AIMS

This intensive one-day 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.

TARGET AUDIENCE

New, existing or potential sales managers who want to acquire or refresh sales management skills in a structured manner in the shortest possible time.

MODULE 1:  The Foundation for Effective Sales Teams

Topics covered:

•Building Trust in Sales Teams
•Relationships Within the Team
•Managing Sales
•Selecting Salespeople
 
MODULE 2:  Effective Sales Performance

Topics covered:

•Training Salespeople
•Sales Performance
•Sales Meetings
 
MODULE 3:  Managing Sales Territories

Topics covered:

•A Territory Strategy
•Conducting Sales Territory Reviews
 
MODULE 4:  Forecasting Sales Revenue

Topics covered:

•Understanding Sales Forecasts
•Developing Forecasts
 
MODULE 5:  Motivating Sales Teams

Topics covered:

•Improving Sales Performance
•Motivating Salespeople
•Measuring Motivation Levels

NEXT CLASS DATES

Dec 16, 2019 - Tower Bridge - £299

Jan 17, 2020 - Manchester Piccadilly - £299

Jan 20, 2020 - London Victoria - £279

Feb 3, 2020 - Leeds West One - £279

Feb 10, 2020 - Birmingham Queensway - £259