Certified Sales Manager Program
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Certified Sales Manager Program Course
Introduction:
Achieving outstanding sales results in a competitive world is tough. To stay competitive, firms need a modern sales force management system and well-trained sales managers. The Certified Sales Manager course equips frontline managers with the knowledge, skills, and tools to boost performance. It focuses on enhancing organization, forecasting, and technical competencies to guide salespeople towards greater success.
Course Objectives:
At the end of this course participants will learn how to:
- Demonstrate traits of an excellent sales manager facing modern market challenges
- Design and deliver sales strategies, organize sales territories, and use different forecasting models to optimize sales results
- Appraise and train the sales team to generate increased sales and profits
- Conduct effective sales coaching and counseling sessions
- Use their leadership and team-building abilities to improve sales and retain people
- Carry out productive sales performance reviews and use a wide array of sales performance evaluation models
Who Should Attend?
The course is designed for sales managers and directors who have a desire to increase their team’s overall performance, productivity, and profitability. It is also directed towards managers who want to increase the value they deliver to their sales reps and organization. Finally, the course will be a perfect fit for sales professionals new to or considering a move to, a managerial role.
Course Outlines:
Sales Management and the Marketing Mix
- Sales management defined
- Sales management functions
- The position of personal selling in the marketing mix
- The sales competency model
- Major mistakes sales managers make
Planning, Strategy, and Organization
- Sales planning fundamentals
- 'SWOT' analysis
- Formulating sales strategies
- Sales forecasting techniques
- Organizing the sales force
- Structuring and deploying the sales force
- Territory design, allocation, and management
- The build-up and breakdown (territory design models)
- Key account management: best practices
- Account analysis methods
Sales Process Management
- Understanding the psychology of the buyer
- Characteristics of successful salespeople
- Identifying the components of the sales process
- Selling 'ASAP'
- A framework for change in the sales force
- The customer-driven salesforce
Sales Management Capstone Competencies
- The recruitment of a sales force
- Recruiting and staffing of a sales force
- Determining the number of salespeople (models)
- Training and coaching the sales force
- Developing and conducting a sales training program
- The field training process
Team Leadership and Motivation
- The team development cycle
- Identifying team roles, strengths, and weaknesses
- Coaching salespeople for peak performance
- The sales coaching process
- Leadership principles and skills
- Situational leadership
- Motivation guidelines and principles
- The motivation mix
Sales Performance Management
- The critical importance of setting standards
- Types of standards
- Characteristics of an effective appraisal system
- Criteria for results-based evaluations
- Qualitative and quantitative measures of performance
- Sales evaluation models