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. Please contact us online or call us on 0115 9849940 for more 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. Please 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
Contact us online