A successful sales manager’s job is to provide clear direction and support to his/her team enabling them to excel and develop to reach their full potential. Sales managers often rise to this position from a successful career in sales. But the skills required of a successful sales manager are quite different from the skills of a sales person which is one of the key points that this program will be focusing on.
This two day program will enable delegates to have a clear understanding of the successful sales manager’s responsibilities and how to become more effective in their roles in this challenging competitive business environment of today. Over the period of the course delegates will explore key leadership skills as well as the essential sales managerial skills needed for them to effectively forecast and implement effective sales plans, motivate, monitor and evaluate the performance of their people and provide the required direction and support ensuring measurable sales results from their sales teams.
This course also includes several bonus forms that were designed to help you prepare your sales forecast and complete sales plan. (Forecast data form, Sales plan support form)
Duration Learning Credits
2 Days – 16 hours of 16 PDU’s
Session
Public Classroom Pricing:
Early Bird Price: CAD 1295.00
Regular Price: CAD 1495.00
Instructor-Led Virtual Live Pricing:
Early Bird Price: CAD 995.00
Regular Price: CAD 1195.00
Private Group / In-House Learning:
Have a group of 3 or more people?
Register yourself with a special pricing and
request the training exclusively
Introduction – A sales management primer
What is your job?
Sales Manager Versus Salesman.
The perfect salesperson- Activity
Module 1: A Strategic look at sales management:
● Sales management – is it strategic or tactical?
● What are my CSF’s? – Critical success factors.
● SWOT and PESTLE analysis.
Module 2: Sales Forecasting:
● What is forecasting and how it can help sales performance?
● Identify different forecasting methods.
● Follow a simple 4 step process to create a sales forecast.
● Avoid common forecasting pitfalls.
Module 3: Sales Planning:
● Setting up your sales strategy.
● Put together the main components of your sales plan.
● Specify sales tactics to achieve strategy.
● Sales planning best practice examples.
● Practical skill practice activity – Create a sales plan for your sales operation.
Module 4: Sales performance management:
● Setting sales objectives.
● The 3 step sales performance control plan.
● Guidelines for proper sales performance evaluation.
● 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.
● Understand the factors that combine and drive personal motivation.
Module 6: Running effective sales meetings:
● Effective versus badly run sales meetings
● Planning your sales meeting sequence.
● Successful sales meeting checklist.
● Team huddle versus team meeting.
Sales Managers
After completing this course, delegates will be able to:
● Understand the roles and responsibilities of a sales manager
● Learn skills to achieve better results through their teams using sales plans and targeting techniques
● Clearly understand how to prepare a sales forecast and a sales plan for their sales operation
● Properly observe, evaluate and give feedback to team members and set performance development objectives using assessment tools supplied and provided within the training program
● Explore ways to motivate their sales teams and create a more motivating environment.
● Run more effective sales meetings and morning huddles to inspire and motivate and provide clear direction to their sales team members.