sales management

Programme Outline

Module 1 – Coaching for Sales Managers

This Module provides a solid foundation of understanding around coaching:

• Understanding the role of the manager in relation to coaching
• Skills and strategy coaching
• Using the GROW model
• How to give feedback to motivate
• Applying coaching theories

Module 2 – Managing the Business

This Module focuses on planning and organising sales territory activities:

• Setting personal & business goals
• Identifying opportunities in a sales territory
• Producing and reviewing an account development plan
• Managing time effectively

Module 3 – Identifying & Creating Value

This Module focuses on the delegate’s proposition to the market:

• Promoting the value of the proposition
• Creating value from the proposition and communicating it

• Communicating with customers to:
• Build rapport and develop relationships
• Identify opportunity
• Present credentials
• Fact find
• Clarify & agree requirements

Module 4 – Selling the Value

This Module focuses on personal communication and influencing skills:

• Personal influence in selling
• Push-pull styles in performance management & coaching
• Understanding behaviour – transactional analysis (TA)
• Using and reading body language

Module 5 – Winning the Business

This Module focuses on the final stages of managing sales and covers:

• How to prepare & coach the team for obstacles & objections
• The negotiation to win the sale
• Closing more orders – the supporting role of the Sales Manager
• Putting the programme into action

The Sales Management Programme consists of 61 learning hours assisted by our ILM approved trainers

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