Effective 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 salespeople will excel. This programme takes experienced sales managers to the next level and maximizes sales force performance.

This course is to learn and understand how to achieve business goals through effective leadership, sales force design, selection, training and motivation. To enable you to be more successful, gain more job satisfaction and achieve highly profitable sales for your company.

Course Content

Overview

• The Roles and Responsibilities of the Sales Manager.
• The Sales Planning Process.
• Field Training and coaching.
• Recruitment – Seven key elements of recruitment.
• Control-objectives for a professional.
• Motivation – Theory and how to apply it.
• Prepare job descriptions and person profiles for selling roles.
• Conducting Appraisals.
• Meetings – How to make them productive.
• Making the best use of available selling time and maximise effectiveness in face-to-face selling.

Course Outcomes

Sales managers will gain the ability to set clear individual and team goals; provide product and market training; coach selling skills; guide strategy development and execution; get motivated and improve employee motivation; measure results; and make appropriate team adjustments.

Training Methods

By all means, bring your pencil case, and yes, there will be handouts, but there will be a lot more discourse, debate, improvisation, role play, technology, practice and group dynamics. The training will be conducted in a friendly, fun atmosphere, which not only allows for different learning styles but respects each delegate as an individual and ensures each one is challenged and derives maximum benefit from the course. Our aim is that you will be highly stimulated and encouraged to rethink

Who should attend?

Regional sales managers who are driven to improve sales team performance. New or transitioning sales managers. Top sales performers considering the next step into sales management.

Meet the Course Instructor

Steve has been active in all aspects of sales, negotiation and account management for over 25 years and is the Managing Director of a highly respected UK employee motivation consultancy. His highly energetic and clear communication style helps to make what can be very complex issues, simple and understandable with actionable ideas and recommendations.

He has worked with multi-nationals, local companies and several government bodies. With the research tools he has developed, he brings a wealth of data and case studies to support his consulting and training interventions.

Steve has developed and delivered a series of training programs across the Gulf region ranging from sales, key account management, negotiation, interpersonal and communication skills to personal skills such as time management and public speaking.

Steve’s dynamic style ensures that all course participants leave with some new found knowledge or ability.