Achieving high sales performance though the sales team

Course Information - On Request

This course is one of our standard in-company programmes and can be delivered to your people at a venue and date of your choice. If it is not exactly what you want then we can either create a tailored course based on our extensive library of standard course materials or produce a fully bespoke training course for you. Please email or  call 043 722 2383 for details of course or length of course.

Course Overview:

• Sales management presents a unique challenge. This course covers how to manage a sales team and raise the level of sales performance. Delegates will discover all the key aspects of effective sales management. The course includes numerous exercises that have been designed to enhance learning. Delegates will leave the course with a clear plan detailing the actions necessary to maximize the sales performance of their team.

Programme Contents

• The Role of Sales Management
• The Essential Functions of Sales Management
• Leadership and Teambuilding
• Recruiting Sales Staff
• Job Descriptions
• Special Challenges of Developing Sales Staff

The Need for Knowledge

• Selling Processes
• Identifying Skills Gaps

Coaching the Sales Team

Assessing Individual Development Needs

Building Business

Performance Appraisals

• Conducting the Performance Review

Sales Manager Communication Skills

• Making the Most of Sales Meetings

Controlling Sales Operation

Motivating Sales People

Dealing with De-motivation

• Recognizing the Signs

Organizing and Managing Sales Time

Delegating Work for Action

Sales Reports and Information Systems

Developing Potential in the Sales Team

Management Styles

• Identifying your Management Style

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