Effective Sales Management

Overview:
A successful sales Director/Manager's job is to provide clear direction and support to his/her team that will enable them to excel and to reach their full potential. Sales directors and managers most often rise to this position from a successful career in sales. In this course, we aimed to help to enhance the skills required of a successful sales directors and manager.
After completing this highly interactive two-day program, participants will understand the responsibilities of a successful sales director/ manager. Participants will explore key leadership skills that will help motivate their sales team to excellence. Additionally, participants will learn specialized sales management skills such as sales forecasting, planning, and monitoring.

Workshop Objectives

By the end of this training course participants will be able to:
Describe the roles and responsibilities of a sales manager. 
Use sales plans and targeting techniques to achieve better results from sales team members. 
Prepare a sales forecast and a sales plan. 
Using assessment tools, properly observe, evaluate, and give feedback, and set performance development objectives to team members. 
Create an environment that motivates their sales team to perform at their best.
Run more effective sales meetings and morning huddles to inspire, motivate and provide clear direction to sales team members.

Target audience:
All Sales Professionals


Course Outline

A Sales Management Primer 
What is your job? 
What does a sales manager do? 
Sales manager vs. salesman
The perfect sales person 


Module 1: A strategic look at sales management
Sales management: strategic or tactical
What are my Critical Success Factors (CSF’s)? 
SWOT and PESTLE analysis


Module 2: Sales forecasting
What is forecasting?
Forecasting approaches
Four step process to create a sales forecast


Module 3: Sales planning
Components of a sales plan
Putting your plan together
Questions your sales plan should answer
Sales planning best practices 
Sales planning skill practice


Module 4: Sales performance management
Setting sales objectives
The three step sales performance control plan
Three guidelines for sales performance evaluations
Handling the underperforming sales team member.


Module 5: Motivating your sales team
What motivates us?
Knowing your team inside out 
Creating a motivating environment for your team
Motivational tips

 

Module 6: Running effective sales meetings
Effective vs. badly run sales meetings 
Planning your sales meeting sequence
Successful sales meeting checklist 
Team Huddle vs. Team Meeting


Module 7: Wrapping Up
Lessons Learned
Completion of Action Plans and Evaluations

Live Workshop: 2 Days (Recommended) or 1Day (Compact)

2 Days (Recommended)

8 pax & above = SGD316/pax

4-7 pax = SGD456/pax

1 Day Compact Workshop

8 pax & above = SGD158/pax

4-7 pax = SGD228/pax

Virtual Classroom:

Full Length: 8 Hours X 2 Days/ 3 Hours X 5 Days + One Hour of Self Directed Work. ($2250 Nett) 

(Max 15 participants)

Compact:    8 Hours X 1 Day/  2.5 Hours X 3 Days + One Hour of Self Directed Work. ($1250 Nett)

(Max 15 participants)

Power Compact: 3 Hours Session / $450 Per session (Max 15 participants)