The Role of the Sales Manager

 Sales Manager’s Masterclass One
The Role of the Sales Manager
The two primary responsibilities of the sales managers are to achieve the company’s goals and to develop the people reporting to them. Many sales managers operate without a sales management process. On this one day Sales Managers Masterclass the sales manager will learn how to put in place a sales management process where he can clearly define the activities and responsibilities of the sales force and construct a formal organisation of the sales operation. The sales manager will learn how to lead and motive his sales team for success.

On this Masterclass the Sales Manager will learn:

• How to lead the sales force
• Manage the right things - Time and People
• Leadership Styles
• Strategic planning and budgeting
• Four Pillars of sales support
• Basics of sales approaches
• Account relationship management
• Sales ethics
• Managing the difficult employee
• Motivating sales people
• Team building
• Developing the sales culture

Session One
The role of the sales manager
The Sales Management Function
Leading and Managing
Management Styles - what’s yours?
Understanding Your Sales Culture
Session Two
Learn to Manage the right things-
Time and People
Team Building
Motivating People
What is Motivation
A Model of Motivation

Session Three
Four Pillars of Sales Support
Basics of Sales Approaches
Account Relationship Management
Session Four
Managing the Difficult Employee
Managing the Under Performer
Role Play Exercises
Session Five
Strategic Planning and Budgeting
Cases Studies - team work
Questions and Answer Session
The Next Step

To help you grow your sales manager competencies and skills each Masterclass contains case studies from real life business situations for you to work on. There will be an interactive forum on-line where you can share your success and receive help in furthering in your career in sales management.

London - Dublin - New York - Dubai