Audience:

Ideally suited to Sales Managers who are responsible for the performance of 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 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 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
• Identify development needs for sales people
• Plan and deliver remedial action plans to improve sales performance

Outline Event:

• Introduction to the workshop
• Personal introductions
• 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