Advanced Sales Management

Duration: 3 days

Sales has borne the brunt of the slow economy. Effectively handle the fallout and ensure your team’s success.

Fast track your sales management career! This advanced sales management seminar shows you how to effectively manage the issues revolutionising today’s selling environment, including tighter budgets, tougher competitors and recession-wary customers. Your sales team’s success will ultimately depend on you and your management style. In three days, you’ll discover the can’t-fail techniques that have already benefited thousands of your colleagues. It’s the course you need if you want to become a more effective manager and advance further in your career.

Who should attend

Seasoned sales managers who want to refine sales planning techniques, build leadership skills and become more powerful decision-makers, motivators, communicators, coaches and counsellors.

How you will benefit:

·         Recruit and train a higher calibre of sales professionals

·         Improve your sales team's productivity

·         Keep your team, accomplishments and reputation in the spotlight

·         Generate increased profits, even if you have to manage with fewer resources

·         Understand the internal motivators of your sales force

·         Become a more effective communicator and decision maker

What You Will Cover:

·         The changing sales environment

·         How to utilise a system for analysing your sales planning

·         The dimensions of effective sales management

·         Understanding people: the basis for sales motivation and effective communication

·         Organising and structuring the sales force

·         The attributes of standards of performance

·         Coaching, counselling and performance appraisals

·         The challenges of special personnel situations

·         Creative decision-making and problem solving techniques

·         The implications of sales compensation

Extended/Detailed Seminar Outline

Learning Objectives

·         Develop Leadership and Team-building Skills

·         Recruit and Train a Higher Calibre of Sales Professionals

·         Improve Your Sales Team’s Productivity

·         Keep Your Team, Accomplishments, and Reputation in the Spotlight

·         Generate Increased Profits, Even If You Have to Manage with Fewer Resources

·         Become a More Effective Communicator and Decision Maker

Sales Management Introduction

·         Understand the Roles, Responsibilities, and Accountabilities You Must Assume to Succeed

·         Understand the Sales Organisation as It Relates to Your Corporate Climate/Culture

·         Discuss an Overview of Global Sales Strategies

·         Establish a View by Which You Can Compare "Where You Are" to "Where You Would Like to Be"

·         Understand the Benefits of Sales Force Automation

·         Discuss How to Intelligently Implement Information Technology

Sales Planning

·         Analyse Total Field Sales Force Call Availability

·         Utilise a System for Analysing and Adjusting Call Functionality to Meet Specific Account and Territory Revenue and Margin Objectives. Determine How Much Time to Spend on Sales Calls, Service Calls, and Development

·         Establish Call Frequency Guidelines for Certain Accounts

·         Provide a Vehicle for Prioritising Account Potential

·         Aid the Sales Representative in Developing an Integrated Account Plan

·         Utilise a Turnkey Planning Device That Will Allow the Sales Manager to Quickly and Easily Review and Support Key and Major Account Activity, and Establish Tighter Estimates on Account and Territory Forecasting

·         Learn to Assess Degree of Certainty of Closure during the Entire Sales Cycle on Significant Pieces of Business

·         Calculate Minimum, Maximum, and Average Sales Cycles on Significant Pieces of Business to Establish the Time Frame and Call Investment That Must Be Managed to Successfully Convert the Sales Opportunity

Understanding People: The Basis for Motivation and Effective Communication

·         Understand Their Own Behaviour

·         Understand the Traditional Approaches to Motivation

·         Understand the Six Internal Values That Motivate People

·         Understand the Role You and Others Play in Enhancing or Interfering with Effective Communication

Effective Sales Management Skills

·         Understand the Characteristics of a Good Manager

·         Avoid Making Typical Management Mistakes

·         Prioritise Your Time, Focusing on the Most Important Tasks First

·         Delegate Effectively-and to the Right Person

Organising and Structuring the Sales Force

·         Learn Recruiting, Interviewing, and Hiring Skills

·         How to Reduce the Risks Associated with the Hiring Decision

·         Help the Newly Hired Sales Representative Become Productive in the First Few Weeks of Employment

·         Recognise When Education and/or Training is Required among the Sales Staff and How to Provide It

Standards of Performance

·         Understand the Importance of Setting Standards of Performance-to the Sales Rep and to the Manager

·         Learn the Relationship between Setting Standards of Performance and Achieving Business Objectives

·         Set Standards of Performance with Sales Reps

·         Discuss Reasons Why a Sales Representative May Not Meet Standards of Performance

Coaching and Counselling

·         Define Coaching Issues

·         Determine When to Coach

·         Effectively Conduct a Coaching Conference

·         Learn How to Offer Effective Coaching Feedback

·         Recognise the Difference between Coaching and Counselling

·         Assess Counselling Issues

·         Recognise When to Counsel; When to Refer

·         Conduct a Counselling Session

Performance Appraisal

·         Understand Role and Responsibility in Conducting Performance Appraisals

·         Learn How to Adequately Prepare and Plan for the Appraisal

·         Understand the Importance of Providing Meaningful Feedback to Employees on a Regular Basis

·         Conduct an Effective Performance Appraisal

Compensation

·         Understand Why Sales Compensation Plans Fail

·         Discuss the Implications of Compensation Plans

·         Assess the Accuracy of the Sales Forecast

·         Discuss the Role of Personal Selling

·         Discuss an Overview of Sales Compensation Plans

Special Personnel Situations

·         Understand and Manage the Sales person

·         Understand and Manage the underperforming salesperson

·         Understand and Manage the Top Producer

Termination

·         Assess When You Should Terminate an Employee

·         Understand the Legalities of Termination

·         Learn the Five Steps of Termination, Including Remaining Objective

Team Building

·         Appreciate the Importance of Building a Strong Team-Oriented Culture for Greater Productivity

·         Help Sales Representatives Increase Their Self-esteem by Learning to Encourage the Creative Thought Process

·         Provide an Atmosphere Conducive to Creative Decision Making and Problem Solving

·         Conduct a Meaningful Sales Meeting

·         Encourage Open Communication While Keeping Control in a Meeting