Advanced Sales Management

“We made things easy for you”

Introduction to Advanced Sales Management

The pace of the Sales professional is fast and demanding. The rewards are high and the potential to increase earnings, social status and career prospects is without limit. Increasing competition creates a climate where only the most dedicated and professional sales people will excel.

This programme takes experienced sales managers to the next level and maximizes sales force performance.

On successful completion of the course participants will be able to:

  • Assess your knowledge and skills and plan to develop them.
  • Prepare job descriptions and person profiles for selling roles.
  • Carry out recruitment interviews and administer the recruitment process.
  • Conduct effective field assessments.
  • Carry out appraisal interviews.
  • Plan the activities of your team to make best use of available selling time and maximise effectiveness in face-to-face selling.
  • Plan and run effective sales meetings.

Course Content

Overview

  • The future of roles of Sales, Marketing and Customer Service.
  • Step by Step development of Sales Strategy
  • The Sales Management Role
  • Sales Force Design
  • Targeting segments through differentiation of Customer Approach.
  • The major challenges sales organization expect in the next 10 years
  • Training, coaching and skills development
  • Designing Metrics Dashboard for the Sales Organization
  • How the past and future challenges affect the selling process.
  • The Value Proposition
  • Sales force motivation
  • Individual appraisal process
  • Sales force types, roles and activities.

Training Methods

By all means, bring your pencil case, and yes, there will be hand-outs, but there will be a lot more discourse, debate, improvisation use of role play, technology, practice and group dynamics.

The training will be conducted in a friendly fun atmosphere, which is not only allows for a different learning styles, but respect each delegate as an individual and ensures each one is challenged and derives maximum benefits from the course. Our aim is that you will be highly stimulated and encouraged to rethink.

Participants

The course will have a maximum of 18 people who will be selected based on the type of business they are in and their job role to ensure a thorough mix of industries, ideas and experience.

Who should attend?

This course is designed for the people in a Supervisory or managerial role, responsible for or looking to more info, management of a team focused on revenue generation and sales.

The coupe is designed to build upon an existing knowledge of the sales process, so experience and understanding of this areas of business is needed, along with a reasonable comprehension of wider business objectives.

instructor_01
Bill Levell

Bill’s highly successful corporate career spans nearly 40 years, having started life in hard nosed selling and sales management he rose to take appointments at senior Board and Management levels, and all areas of the sales and marketing functions – both UK and overseas.
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