Programme Content |
This programme can also be customised to your company so get in touch and we will provide you with a specific programme just for you.
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Leadership & Direction
- Exploration of the overall direction of the business and its implications for the sales organisation
- What does sales management expect from the sales organisation, and vice versa?
Measures of Performance
- Sales Volume
- Margin
- Business Growth
- New Accounts Opened
- Key Sales Competencies
- Activity Management (Managing the Sales Pipeline)
- Account Planning
- Field Appraisal / Competence Development
Motivation & Incentives
- The different theories of motivation
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- Identifying the motivational conditions that apply to each individual in your team
- Using tools to develop motivational profiles for members of your team
Team Development & Training
- A methodology for identifying the strengths and weaknesses of your sales team
- Identifying whether your team is truly operating as a team or as a collection of individuals
- The implications the status of a team has on management style
Coaching
- Skills Coaching - where managers look to build the necessary sales competencies, which are based on knowledge, skill & attitude
- Strategy Coaching - where managers look to help develop account strategy for the most important customers, by stimulating the right thinking and action planning
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This two day sales management workshop identifies, explores and details all areas required to develop sales excellence within sales teams. An absolute must for all sales managers. 