Introduction – A sales management primer
What is your job?
Sales Manager Versus Salesman.
The perfect salesperson- Activity
Module 1: A Strategic look at sales management:
Sales management – is it strategic or tactical?
What are my CSF’s? – Critical success factors.
SWOT and PESTLE analysis.
Module 2: Sales Forecasting:
What is forecasting and how it can help sales performance?
Identify different forecasting methods.
Follow a simple 4 step process to create a sales forecast.
Avoid common forecasting pitfalls.
Module 3: Sales Planning:
Setting up your sales strategy.
Put together the main components of your sales plan.
Specify sales tactics to achieve strategy.
Sales planning best practice examples.
Practical skill practice activity – Create a sales plan for your sales operation.
Module 4: Sales performance management:
Setting sales objectives.
The 3 step sales performance control plan.
Guidelines for proper sales performance evaluation.
Handling the underperforming sales team member.
Module 5: Motivating your sales team:
What motivates us?
Knowing your team inside out.
Creating a motivating environment for your team.
Understand the factors that combine and drive personal motivation.
Module 6: Running effective sales meetings:
Effective versus badly run sales meetings
Planning your sales meeting sequence.
Successful sales meeting checklist.
Team huddle versus team meeting.
After completing this course, delegates will be able to:
Understand the roles and responsibilities of a sales manager
Learn skills to achieve better results through their teams using sales plans and targeting techniques
Clearly understand how to prepare a sales forecast and a sales plan for their sales operation
Properly observe, evaluate and give feedback to team members and set performance development objectives using assessment tools supplied and provided within the training program
Explore ways to motivate their sales teams and create a more motivating environment.
Run more effective sales meetings and morning huddles to inspire and motivate and provide clear direction to their sales team members.
