Course Outline · 2 Days
sales management
Sales managers, commercial directors, regional sales heads, business development leaders, newly promoted sales supervisors, and senior salespeople preparing to transition into commercial leadership.
A successful sales manager’s job is to provide clear direction and support to his/her team enabling them to excel and develop to reach their full potential. Sales managers often rise to this position from a successful career in sales. But the skills required of a successful sales manager are quite different than the skills of a salesperson which is one of the key points that this program focuses on. This two-day program enables delegates to have a clear understanding of the successful sales manager’s responsibilities and how to become more effective in their roles in this challenging, competitive business environment. Over the course of the program, delegates will explore key leadership skills as well as the essential sales managerial skills needed to effectively forecast and implement sales plans, motivate, monitor and evaluate the performance of their people, and provide the required direction and support ensuring measurable results from their sales teams. This course also includes several bonus forms designed to help you prepare your sales forecast and complete sales plan: Forecast Data Form and Sales Plan Support Form.
At a glance
- Duration — 2 Days
- Who it’s for — Sales managers, commercial directors, regional sales heads, business development leaders, newly promoted sales supervisors, and senior salespeople preparing to transition into commercial leadership.
- Delivery — Interactive, in-person and hands-on
Delivery methods
- Self-discovery and critique
- Group exploration and facilitator-led discussions
- Hands-on sales planning & forecasting simulations
- Game-based learning
- Best practice sales management theory exploration
- Understand the distinct roles and responsibilities of an effective sales manager vs. a salesperson.
- Learn skills to achieve better commercial results through your teams using sales plans and targeting techniques.
- Clearly understand how to prepare an accurate sales forecast and actionable sales plan for your sales operation.
- Properly observe, evaluate, and give constructive feedback to team members and set performance development objectives using assessment tools.
- Explore practical ways to motivate sales teams and create an energising, high-performance environment.
- Run more effective sales meetings and morning huddles that inspire, align, and provide clear operational direction.
A Sales Management Primer
- What is your job as a sales leader?
- Sales Manager versus Salesman: the fundamental shift in mindset
- The Perfect Salesperson – Interactive team activity
A Strategic Look at Sales Management
- Sales management: strategic leadership vs. tactical execution
- What are my CSFs? – Identifying Critical Success Factors
- Commercial SWOT and PESTLE analysis for sales territories
Sales Forecasting
- What is forecasting and how does it drive sales performance?
- Identify and compare different forecasting methods
- Follow a simple 4-step process to build a sales forecast
- Avoid common forecasting pitfalls and wishful thinking
Sales Planning
- Setting up your commercial sales strategy
- Assembling the core components of your sales plan
- Specifying high-impact sales tactics to achieve strategic goals
- Sales planning best practice examples from top organizations
- Practical skill practice: Create a sales plan for your sales operation
Sales Performance Management
- Setting SMART sales objectives and clear activity metrics
- The 3-step sales performance control plan
- Guidelines for objective, fair sales performance evaluation
- Handling and turning around the underperforming sales team member
Motivating Your Sales Team
- What truly motivates high-performing salespeople?
- Knowing your individual team members inside out
- Creating a motivating, high-energy environment for your sales floor
- Understanding the intrinsic and extrinsic drivers of personal motivation
Running Effective Sales Meetings
- Effective versus badly run sales meetings: identifying the difference
- Planning your sales meeting agenda and momentum sequence
- The successful sales meeting checklist
- Morning team huddle versus formal monthly team meeting
Competitive review game – An exciting review challenge (PowerPoint Game) to end your training on a high note!
Tell us your team size, dates and objectives and we’ll tailor the delivery to your business.