- how to get the best from the sales team
A 3-day open course with accommodation available onsite if required.
The performance of a sales force is reflected by the quality of sales management. Managing the Sales Force is designed to tackle the key challenges of managing a sales team. Any manager who currently leads a sales team or is due to have responsibility for managing sales people will benefit from attending as they will leave with increased knowledge, the special skills required and the confidence to succeed in managing one of the most challenging types of staff: sales people.
Great sales people don’t always naturally make great Sales Managers, yet many are promoted into just such a managerial position. As a Sales Manager you will have to acquire new knowledge and develop new skills. However, the challenges faced by the Sales Manager are significantly different to those faced by managers in other managerial positions. This means that general management skills courses are not 100% relevant to those in Sales Management positions. This three day open course fills the gap. It is a specialist programme that looks at, and resolves, the issues faced by those in, or moving into, a Sales Management role. It provides a structured in-depth review of the key management areas relevant to those who will be managing a sales team.
Who will benefit from attending?
Designed for the newly appointed or about to be appointed Sales Force Leader. It is also suitable as a refresher for the experienced sales manager wanting to benchmark current sales force leadership practice.
What you will get from attending:
- A thorough understanding of the techniques required to successfully manage a sales team and the opportunity to develop your sales management skills
- The ability to inspire and motivate your sales team to outstanding results
- A toolkit of practical ideas to improve your personal effectiveness as a sales manager
- Expert advice from your trainer to help you resolve any specific issues you have managing your sales team
- The confidence to tackle the hardest managerial position there is
- To consider the role of the manager and to analyse the various techniques by which the manager of salespeople can create an environment for success.
- To provide delegates with a toolkit of practical ideas so that they will become still more effective.
The Role of Management
Essential Functions of Management
Specifics of Sales Management
Leading and Managing a Sales Team
Recruiting Sales Staff
- Profiling Candidates
- Job Descriptions
Dealing with Difficult Sales People
Developing Potential in the Sales Team
- Challenges of Developing Sales Staff
Training and Development
- Identifying Training Needs
- Individual Development Plans
Conducting Field Based Coaching Sessions
Building Sales Performance
- Performance Management
Counselling and Appraisals
- Giving Feedback and Counselling
Effective Communications for Sales Managers
Challenges of Sales Staff Management
Motivating Sales Staff
- Dealing with Demotivation
Organising Management Time
Forecasting and Planning the Sales Effort
Testimonials for Managing The Sales Force
“Overall very impressed indeed, great motivator, clear messages and superbly good at applying theory.” RK, Johnson Tiles
"Great course. Very well delivered" TS, Commercial Group
"Thoroughly enjoyed" RW, Churchills
“Tutor was very good at listening and being relevant. No questions were left unanswered" NB Sellerdeck
"Very insightful" DK, First Access Ltd
Spearhead Training specialises in running both management and professional sales training. This Sales management programme therefore integrates our two core disciplines. This makes it particularly valuable for organisations that wish to supplement their own internal general development programmes with specialist training.
The tutors who lead this specialist programme have a wealth of experience in working as Sales Managers and enthusiastically bring this knowledge to the sessions they run. This creates a practical, pragmatic training programme that is focused on helping the Sales Manager get the best results from the sales team they are responsible for managing.
Although it is intensive and will require dedicated hard work by the delegates, including evening syndicate work, there will be time to discuss individual concerns with the tutor and to receive individual coaching and feedback.
It starts with an overview of sales management and then moves on to address the key issues associated with achieving sales results through the efforts of the sales team. These include motivating individuals, managing sales time, recruitment, rewarding sales staff and sales management information systems.
During the three days there are numerous sales management exercises designed to develop a greater understanding of the learning points or provide specific skill development. These, together with lively discussion and a focus on real life issues, ensure every delegate leaves with a plan for action and confident in their ability to tackle what is arguably the most demanding of all management positions.
In summary, investing in this programme for your sales managers' is one of the most cost effective ways to improve business performance.
What is included in the fee?
All support materials, lunch and refreshments are provided on the programme.
Day 1 Start: 10 am Finish 5 pm
Day 2 Start 9 am finish 5 pm
Day 3 Start 9 am Finish 4.30 pm
Recommended Follow-on Training
- Executive Leadership Programme- Leadership skills for senior managers
- Financial Awareness- everything you need to know about business finance for the non-specialist
- Time Management – top tips for busy people
If you are not satisfied that you have benefited by attending our Managing the Sales Force course, then we will refund your course fee.