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The Sales Leadership Masterclass is a two day workshop designed to build the skills of the sales manager, designed specifically in mind for the busy sales manager who wishes to build his skills as required through this two day workshop, including real life case studies. Down Load latest Brochure (click here) Down Load Brochure
On this two day Masterclass Workshop you will learn:
- The duties and responsibilities of the sales manager
- How to lead a high performance sales team
- What makes a good sales manager
- Effective sales management strategies
- How to build a sales team that sells
- How to establish a sales driven culture
- How to monitor performance
- How to manage and motivate your sales team
Module One
The Role of the Sales Manager
The two primary responsibilites 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 workshop 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.
Module Two
How to Recruit and Select Salespeople Who Can Sell
This highly interactive workshop Module workshop will present the findings of a two-year study of high-performing sales and service personnel. You will learn the characteristics that separate high and low performers in five different sales and telephone sales roles, plus practical strategies for recruiting, testing, interviewing and orienting new sales personnel to your company. Two key questions we will address: Can they do the job? And will they do the job here?
Module Three
Evaluating performance
To manage effectively, the sales manager must manage to a quantifiable standard. Consequnetly frequent performance reviews and assesments are important to meet the company's sales goals. Learn how to asses standards of performance and put in place programmes for improving performance standards. Plus learn how to handle the difficult employee
Module Four
The Sales Manager Coaching for Success
On this workshop Masterclass workshop learn to asses the training needs of each individual member of your sales team. Conduct one-to-one performance assessment and define where you can develop your sales team successfully by coaching for success.
The sales manager as a coach has often been compared to coaching in the competitive world of sports. The sales manager plays an important role in helping to develop skills of the sales team to win business from the competition.
Module Five
Training and Motivating the Sales Team for Success
Understanding how motivation is dependant upon behaviour and attitude, the sales manager will learn how to motivate the sales team for peak performance. Plus design training sessions on products, services and skills needed to suceed in the world of sales
Module Six
Territory Management and Sales Forecasting
To manage effectively, the sales manager must manage to a quantifiable standard. One of the keys to sales management success is knowing where your customers are located and being able to forecast how they will buy. In forecasting where sales are to be found the sales manager is required to organise the sales force for optimum effectiveness through good organisation principles and territory management
To help you grow your sales manager competencies and skills each module contains case studies from real life business situations for you to work on. .
Course Venue and Dates:
London Heathrow
28th – 29th Sept 2011
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