Sales and Marketing

Professional Sales Manager Training

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Professional Sales Manager Training Course

Introduction:

A sales organization cannot succeed without a sales manager, just like a football team cannot succeed without a head coach. Sales managers play a critical role in organizing, motivating, and driving sales teams to achieve revenue goals and improve skills.

Course Objectives:

By the end of the Professional Sales Manager Training course, participants will be able 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
Show the characteristics of an excellent sales manager.
Plan forecasts and quotas with more accuracy and precision.
Set up sales coaching and counselling sessions effectively.
Utilize and train the sales team to generate increased sales and profits.
Show leadership and team building abilities to optimize sales results.
Schedule effective and productive coaching sessions and individual sales performance reviews.

Who Should Attend?

Professional Sales Manager Training 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.
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

Common Characteristics of the Sales Force.
The Sales Competency Model.
The Primary Responsibilities and Roles of the Sales Manager.
The Sales Management Functions.
Major Mistakes Sales Managers Make.

Planning, Strategy and Organization

Structuring and Deploying the Sales Force.
Establishing Sales Strategies.
Sales Planning Basics.
Sales Forecasting Guiding Principles.
Sales Forecasting Techniques.
Territory Design, Allocation and Management.

Sales Process Management

Comprehending the Psychology of the Buyer.
Characteristics of Successful Sales People.
Identifying the components of the Sales Process.
Mastering the Sales Process Milestones.

Sales Management Capstone Competencies

Recruiting Sales People (Process and Interview).
Identifying Key Responsibilities.
Pinpointing Critical Tasks.
Training Sales People for Results.
The Field Training Process.

Team Leadership and Motivation

Team Inventory and Assessment.
Identifying Team Roles, Strengths and Weaknesses.
Coaching Sales People for Peak Performance.
Leadership Principles and Skills.
Motivation: Guidelines and Roadmaps.
Incentive Compensation Design.

Sales Performance Management

The Critical Importance of Setting Standards.
Types of Standards.
Sales Force Analytics and Reporting.
Aligning Metrics with Sales Performance.
Sales Evaluation Methods.
Confronting Incompetence.

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