Managing a Sales Team

This is a 2 day course

1. See bottom of page for scheduled course dates.

2. If you have 4 or more delegates we can schedule a course for you, or run it in-house. contact us (0115 9849940) for details.

Who will benefit: This course is designed for individuals who are, or will be responsible for, managing a sales team, either office or field based. This course examines the role of the Sales Manager and the actions required to build, develop and control a motivated and target-achieving sales team.

Objectives: By the end of the course participants will be able to:

• Understand the role and responsibilities of the Sales Manager
• Define and set objectives to generate sales activity
• Plan and deliver effective sales meetings
• Understand the main principles of motivation and how to apply them
• Identify any potential skills gaps within the team and take the necessary corrective action
• Understand the dynamics involved in building a successful team

Module One – The role and responsibilities of a Sales Manager

• The qualities and skills of a Sales Manager
• Recognising your management style and how it impacts on others
• Your role – manager or leader?
• The Functional Leadership model

Module Two - Defining and setting objectives

• Key performance indicators
• Measuring performance
• Planning the workload
• The art of delegation

Module Three – An introduction to training and coaching

• Defining a skills gap – both team and individual
• Deciding on the priorities
• Training
• Sources of training
• Types of training
• Coaching
• When and how to do it
• Your part during the call
• Build on their strengths
• How to give feedback without de-motivating
• Debriefing and follow up

Module Four – Motivating and Team Building

• The principles of motivation
• The three key steps to motivation
• Money as a motivator
• What makes a team?

Module Five – Sales initiatives and incentive schemes

• Relevance
• What is the purpose?
• Themes
• Timing
• The golden rules

Module Six – Effective sales meetings

• The importance of the sales meeting
• When, where and what about?
• Preparation for the meeting
• Running the meeting

Scheduled Courses:

This course is not currently scheduled. contact us for further details

General Information:

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For further details contact our sales team:
Telephone: 0115 984 9940
Fax: 0115 921 5352
sales@sterlingconsultancy.co.uk
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