Sales Management - Masterclass

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
• 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

Available Packages:

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2 Days

Folder, workbook, handouts, pen and certificate of attendance

To suit you

Up to 12

Righttrack programmes are energetic, exciting and highly participative, which create an impact and motivate participants to learn and embrace change

We utilise a blend of learning methods: practice sessions, group workshops, scenario-driven learning, assignments, self managed learning, shared group learning, accelerated learning and structured group learning