Field
Sales Management
Who
should attend?:
Ideally
suited to Sales Managers who are responsible for the performance
of field sales people in any sector of business and commerce.
Aims:
A
one-day training workshop that aims to equip Sales Managers
with the knowledge and skills they need to manage the performance
of field-based sales people. The aim is to give delegates a
rounded view of the things they have to do to manage their direct
reports with a view to continuously improving sales performance.
The
benefits of the training include:
- Better understanding
of what Sales Management is
- More
effective managerial support
- Better
monitoring and control of field-based sales people
- New
ideas to try
- Increased
confidence
Outcomes:
By
the end of this two-day workshop, delegates will be able to:
- Explain the various
roles of the Sales Manager
- List
and use sales management tools and techniques
- Assess
the performance of sales people in the field
- Identify
development needs for sales people
- Plan
and deliver remedial action plans to improve sales performance
Outline
Event:
- Introduction
to the workshop
- Personal
introductions
- Benefits
of training
- Roles
of the Sales Manager
- Sales
management tools and techniques
- Assessing
the performance of sales people in the field
- Identifying
development needs for sales people
- Planning
remedial action
- Coaching
to improve sales performance
Presenter
Details:
The
course trainer is Ray Borg, who has over 15 years’ experience
in the design and delivery of training courses and workshops.
The popularity of his courses has grown year-on-year owing to
their content, benefits and his down-to-earth style of delivery.
He attributes his success to a good understanding of people
development, the quality of his work and his sound business
ethics.
Since
1996, Ray has helped a number of SMEs in the role of outside
consultant. Board directors sometimes find it helpful to have
a third party’s perspective on organisational issues
facing the management team. Ray offers a range of consultancy
services with a specialist interest in line management, sales
management, change programmes, quality and customer service.
Ray
has been involved with Investors In People (IIP) since 1999.
He is a registered IIP advisor and assessor who can help client
organisations get maximum value out of their people through
this national standard.
