Spearhead Training > Management > Managing The Sales Force
Managing The Sales Force
How to get the best from the sales team
Sales force performance depends directly upon the quality of management. This sales management training programme is all about leading your sales team to success through the application of sound managerial practice. The course has been designed specifically for all managers who have or expect to have responsibility for achieving sales results through others.
Sales management training is one of Spearhead Training's flagship training subjects combining two of our core disciplines: sales and management.
Delegates can expect to leave the course with the knowledge and confidence to tackle one of the toughest managerial assignments, that of leading a sales team.
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
Managing a Sales Force is different from many management environments in that the team spends most of their time working remote from the manager.
The course begins with a detailed look at the very essence of what management is all about. Getting results through others is very different from self achievement and this theme continues throughout the course. Delegates are taken through all the key management skills from recruiting to rewarding, from motivating others to managing time to manage. The emphasis throughout the course is on practical solutions to practical challenges. Case studies, pragmatic exercises and lively discussions are all part of an experience that will equip the team leader to manage the Sales Force and succeed.
3 Days - Residential
Additional Course Information
Delegate spaces available on the following course dates:
Date:
23rd June » 25th June, 2008
Venue:
Walton Hall, Wellesbourne, Warwickshire
Brochure Price:
£1525.00
Online Price:
£1,525.00 (Places Available)
Date:
3rd September » 5th September, 2008
Venue:
Walton Hall, Wellesbourne, Warwickshire
Brochure Price:
£1525.00
Online Price:
£1,525.00 (Places Available)
Date:
17th November » 19th November, 2008
Venue:
Walton Hall, Wellesbourne, Warwickshire
Brochure Price:
£1525.00
Online Price:
£1,525.00 (Places Available)
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.
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- Laws of Sales Management and Motivation - Part 1
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Testimonials
'Thanks for the course - it gave me a lot to think about'
P.W. -
Jan 2007
Navisworks Ltd
