Sales Management For The Newly Appointed Sales Manager

Length: 3 days

You’re starting your sales management job with fewer human and financial resources at your disposal. Time to work smarter.

You're a new sales manager, taking over a sales team with both rookies and pros. You also have an open territory that needs to be filled as quickly as possible. Where do you start? How do you gain the respect of your team? How can you maximise the skills of each team member? And how do you respond to your manager's demands? This highly interactive seminar provides you with a foundation of critical-to-success management skills...from proven communication techniques...to interviewing tools that ensure the most appropriate salesperson is hired...to establishing an effective training program...to a six-step coaching process that helps you make the most out of each sales team member's potential.

Who should attend?

Newly appointed or prospective sales managers who need the tools to respond to customer, team and company needs.

Note: More experienced sales managers should attend Advanced Sales Management.

How You Will Benefit:

·         Make a smooth transition from talented salesperson to expert manager

·         Win respect by building your management skills

·         Ensure your team's productivity through recruiting, training and coaching skills

·         Effectively plan—and target—customers and territories

·         Successfully plan your logistical operations and organisational structure

·         Pick up time management techniques that work

What You Will Cover:

·         Similarities and critical differences between selling and managing

·         Responsibilities and duties of a new sales manager

·         What senior management expects of you

·         How to set objectives with salespeople

·         Sure fire methods for motivating salespeople

·         How to become a master delegator

·         Coaching and counselling your sales staff

·         How to prepare for and conduct sales meetings

·         Using sales meetings as a training device

·         How to set up a control system

·         How to reduce the risks associated with hiring

·         Legal considerations of firing salespeople

·         Successful interviewing techniques

·         How to familiarise new recruits with product lines, territories, accounts and sales skills

·         Training methods that maximise results

Extended/Detailed Seminar Outline

Learning Objectives

·         Make a Smooth Transition From Talented Salesperson to Expert Manager

·         Win Respect By Building Your Management Skills

·         Ensure Your Team’s Productivity Through Recruiting, Training and Coaching Skills

·         Effectively Plan-and Target-Customers and Territories

·         Successfully Plan Your Logistical Operations and Organisational Structure

·         Pick Up Time Management Techniques That Work

Transition to Sales Management

·         Recognise Some of the Challenges Facing Managers during Their Transition Period to Sales Management

·         Define Specific Issues through Which to Work

o    Team Leader vs. Team Player

o    Peer vs. Managing Former Peers

o    Functional Management vs. People Management

o    Your Style vs. the Employee’s Style

o    Other Issues vs. Other Solutions

·         Get a Fast Start in Your New Managerial Position

Communication Styles

·         Analyse Your Strengths and Weaknesses

·         Analyse Each Salesperson’s Strengths and Weaknesses

·         Understand the Internal Motivation Theory-the Key to Motivation

Objectives and Planning

·         Identify the Three Types of Plans

·         Develop a Short-Range Organisational Plan

·         Understand the Seven Characteristics of a Good Plan

·         Develop a Territorial Plan

Recruiting and Interviewing

·         Plan for the Best Match for the Open Position

·         Recruit Qualified Salespeople

·         Interview to Determine If the Candidate Fits the Plan

·         Interview to Determine Functional Capabilities

·         Make a Complete Offer

Training for Sales Managers

·         Understand Ways to Improve Your Influence on Others

·         Recognise the Principles behind Reinforcement

·         Utilise Reinforcement to Train and Motivate Others

Delegation and Time Management

·         Understand Why Delegating Benefits Managers and Employees

·         Identify Potential Insufficient Delegation Signals

·         Determine Tasks That Can Be and Those That Cannot Be Delegated

Coaching and Counselling

·         Take a Positive Approach to Problem Solving

·         Develop a Win-Win Appraisal or Goal-setting System

·         Manage Your Salespeople from a Distance

Team Building

·         Define the Characteristics of a Team

·         Apply the Principles of Team Building

·         Run Team-based Projects

·         Recognise the Principles of Leadership

·         Understand the Six Steps to Becoming a Team Leader