Sales Management

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

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Modular - 61 hours of learning, self-study and personal analysis

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