Sales Management by Objectives Training Course

Sales Management by Objectives Training Course
A two-day in-company training course

This two day course looks at the role of the sales manager and is all about leading your sales team to success through the application of the sound practice of management by objectives. It analyses the various techniques by which the manager of sales people can create and environment for success. Delegates leave with a toolkit of practical ideas so to ensure that they are effective in their job role.

This training course is available as an in-company option only. We can also tailor this course or create a bespoke sales management training course for you

Programme Contents
The Role of Sales Management
Specifics of Managing By Objectives
Setting and Agreeing SMART Goals and Objectives
Using Job Descriptions and Key Performance Indicators
Benchmarking
- The Team
- The Individuals
- Knowledge and Skills
Problems of Sales Staff Management
- Managing Different Types of Sales Staff
Your Management Style
- The Impact on Objective Setting
- Joint Problem Solving
The Need for Knowledge
- Selling Processes
- What to Provide and How to Present it
Sales Staff Motivation
- Meeting individual Needs
- Demotivation - recognising the signs
Special Problems of Training and Coaching Sales Staff
- Developing Potential in the Sales Team
Effective Communications for Sales Managers
- Communicating Good and Bad News to Sales Staff
- The Importance of Regular Communication
Monitoring Performance
- Sales Reports and Information Systems
- Results and Time Scales
- Conducting Performance Appraisals