Sales Management

sales managementSales Management
A modular in-company training programme, with each module lasting two full days (Four days in total).

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.

Module 1:

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

Module 2:

The Performance Development Review - Interactive Interview Process
Culturemetrics - One to One interview
Managing and Measuring Team and Individual Performance
People Problems and Problem People
Recruiting the Right People and Keeping Them
Continuous Training and Development - Team/Individual
Succession Planning
The Manager as Trainer and Coach
Motivating a Successful Team
Delivering Customer Service Excellence
Evening Self Study
Individual Action Plans

This two-part modular programme is one of our standard in-company programmes designed for the FMCG sector. We deliver it to your people at a venue and date of your choice.  The two modules can be run sequentially, or with a gap between them. Call us on 01608 644144 to discuss your needs or use the enquiry form.

"I thoroughly enjoyed the course, it was made relevant and meaningful by the tutors attention to our needs and his experience"
SE Man and Machine