Sales Management (Module One)

Managing the national account and the field sales resource

2 Days - On Request

Part one of a two-module programme, designed for National Account Managers leading a team of Account Managers, National Sales Managers, Field Sales Managers, Regional Sales Managers and for individuals on a personal development programme leading to sales management. A thorough and practical approach that ensures the Sales Manager becomes more competent in the key areas of managing and leading their sales resource towards the achievement of company goals.

This course is only available as an in-company training programme.

 

Programme Contents

The Role, Responsibilities and Accountabilities of the Sales Manager
Understanding Company Mission and Strategy
The Importance of Communication
Salesforce Reports and Information Systems
Developing and Implementing a Team Strategy and Vision
Cultivating Your Culture with Culturemetrics
The Team Together - The Team Apart
How Managers Should Manage Themselves
Working With Your Line Manager and Multi-functional Teams
Team Functions and Working Together
Leading, Managing and Motivating
Workload Analysis
Team Analysis
Measuring Performance
- Key Performance Indicators
- Competencies
- Standards of Performance
The Performance Development Review Process and Documentation
Evening Self Study
Instant Role Play
Individual Action Plans