Sales and Marketing

Sales Management: Staff Development

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Sales Management: Staff Development Course

Introduction:

An efficient sales management process improves customer experience, increases the likelihood of purchases, and enhances business reputation. Sales teams are crucial as they represent the business and can influence customer relationships. Skilled sales managers play a vital role in directing, energizing, and engaging the sales team to achieve challenging targets.

Course Objectives:

Upon completion of Sales Management: Staff Development Training course, you will learn:

Managing displacement activities
Describe what a successful sales team looks like and the characteristics of an effective sales manager
Efficiently recruit high performing sales professionals into their teams
Set clear, achievable expectations for their direct reports to inspire their team to succeed
Build trust and strong relationships with their colleagues
Coach and mentor their staff to develop a winning team
Understand the process of skillfully motivating and leading a team of energetic individuals
Run stimulating sales meetings that produce tangible results and push staff to want to do well
Giving and receiving feedback
Effective coaching
Having courageous conversations
Run effective sales team meetings

Who Should Attend?

Sales Management: Staff Development Training Course Ideal for:

Anyone who is involved with managing salespeople who wants to acquire knowledge in a structured manner that will assist the development of staff and teams in the shortest possible time.
All sales professionals, aspiring to move up into sales management positions and for newly promoted sales managers.
Experienced, newly appointed, and potential Sales Managers, as well as Senior Sales Professionals seeking an in-depth appreciation of sales leadership.

Course Outlines:

Managing Sales Teams

Sales management functions
What do Successful Sales Teams Look Like?
Your Team
Building Trust in Sales Teams
Effective Sales Managers

Recruiting Sales Professionals and Setting Clear Expectations

The Job Expectations
The Selection Process
The Induction Process
Leading by Example
Setting Short Term and Long Term Goals

Building Relationships

Building Trust in Your Leadership
How to Get People on Your Side
Effective Leaders
Coaching Sales People
Coaching vs Training
The Coaching Process
Inspect What You Expect

Motivating Sales Teams

The Importance of Challenges
Herzberg’s’ Theory of Motivation
What Can You Do To Motivate Your Team?

Running Sales

Steps to Prepare for a Sales Meeting
Guidelines for an Effective Sales Meeting
Actions to Clarify Goals in Meetings
Your Personal Action Plan

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