Managing The Sales Force

How to get the best from the sales team

3 Days - Residential

The performance of a sales force is reflected by the quality of sales management. This sales management training programme is designed to tackle the key challenges of managing the sales force. Any manager who leads currently leads a sales team or is due to have responsibility for managing sales people will benefit from attending this course.

Those attending this sales management training course will leave with increased knowledge, the special skills required and the confidence to to succeed in managing one of the most challenging types of staff – sales people.

You will get from this course:

• 1. A thorough understanding of the techniques required to successfully manage a sales team and the opportunity to develop your sales management skills
  
• 2. The ability to inspire and motivate your team to outstanding results
• 3. A toolkit of practical ideas to improve your personal effectiveness as a sales manager
• 4. Expert advice from your trainer to help you resolve any specific issues you have managing your sales team
• 5. The confidence to tackle the hardest managerial positions there is
• 6. A Course Certificate
• 7. A CD of up to date self-development and reference materials to reinforce your learning
• 8. On going support via e-train, Spearhead’s scheduled e-communications of additional tips and advice to sustain your motivation and support your personal development when you are back at work
• 9. Access to the Spearhead telephone Help-line so you can get individual post-course support from your tutor when you want it

“Great instructor - measured, professional & experienced. A great course”

No other sales management training course gives you more…

Delegate spaces available on the following course dates:

Fee includes course materials, use of video and other training equipment as required. Lunch and light refreshments are also included. Prepared key topic notes for delegates' future reference are provided. The number of delegates attending each course is limited in order to ensure individual participation.

Delegates participate in evening syndicate exercises and are therefore expected to stay in the hotel during the course. The course fee does not include the delegate's overnight accommodation costs.

 

Programme Contents

The Role of Management
The Essential Functions of Management
Specifics of Sales Management
Leadership and Teambuilding
Recruiting Sales Staff
Job Descriptions
Special problems of Training Sales Staff
The Need for Knowledge
- Selling Processes
- What to Provide and How to Present it
The Manager's Responsibility for Training
- Assessing What Needs Doing and Getting it Done
What Can you Do to Build Better Business
Counselling and Appraisal Systems
- Deciding When Needed
- Doing it Well
Effective Communications for Managers
Controlling the Internal and External Sales Operation
Case Study
Problems of Staff Management
Sales Staff Motivation
Demotivation
- Recognising the Signs
Managing or Doing
Organising Management Time
Delegation
Sales Reports and Information Systems
Developing Potential in the Sales Team
Management Styles
Future Trends and Predictions

Description of Course

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 management positions. This means that general management training courses are not 100% relevant to those in Sales Management positions. This three day residential 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 Manager role. The course provides a structured in-depth review of the key management areas relevant to those who will be managing a sales team.

Spearhead Training specialises in running both management and professional sales training courses. This Sales management training course therefore integrates our two core disciplines. This makes this course particularly valuable for organisations that wish to supplement their own internal general management development programmes with specialist sales management training.

The tutors who lead this specialist training course have a wealth of experience in working as Sales Managers and enthusiastically bring this knowledge to the courses 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 the programme 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.

The programme itself 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 course there are numerous sales management exercises designed to develop a greater understanding of the training points or provide specific skill development. These, together with lively discussion and a focus on real life issues, ensure every delegate leaves the course with a plan for action and confident in their ability to tackle what is arguably the most demanding of management positions.

In summary, investing in sales management training for your sales managers along with professional sales training for your sales team is one of the most cost effective ways to improve business performance.

If you want to consider a package of sales courses for you team, please contact us to discuss your requirements. We have many standard programmes to choose from, so you are sure to find a sales course aimed the level of expertise and discipline you need.

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