The Whole Thing reserves the right to alter dates, content, venue and the trainer for each course with reasonable notice.

CERTIFICATION

This course is CPD Certified with each day equivalent to 6.5 hours of CPD

Sales Management Essentials

Duration: 2 days

Sales Management Essentials for Effective and Efficient Delivery of all Sales Targets

WHO SHOULD ATTEND?

First time as well as seasoned sales management professionals that want to learn or relearn and improve their sales management competency so that they can get the very best results from their sales leadership, teams and colleagues in pursuit of maximum effectiveness, efficiency and great results.

COURSE DESCRIPTION

Effective and efficient sales management of sales people and teams is an on-going process required to develop and drive the organization’s sales and marketing strategy that guides the business to achieve its objectives, considering its capabilities, constraints, and the environment in which it operates. Mastery of the sales management process is vital for effective sales leader and leadership and driving sustainable business growth.

Sales Management Essentials is a proven approach to sales management development that provides the sales manager with a management toolkit of practical tools and techniques required to lead sales team performance for efficiency and effectiveness. The program takes a holistic view of sales management that introduces the delegate to the knowledge, skills and attitude required to behave effectively and confidently as a great sales manager of people and leader of high performance sales teams.

The program is well researched, knowledge-based and designed with the individual learner at the centre of the learning process which means that the course is extremely interactive and practical.

COURSE OBJECTIVES

• By the end of this course delegates will be able to:
• Determine effective sales management
• Determine the difference between a manager and a leader
• Determine the sales manager’s role and responsibilities
• Recognize and develop key sales management tools and techniques that enables the sales manager to lead sales team performance for efficiency and effectiveness
• Practice new knowledge and skills learnt before returning to work
• Produce drive to self-develop in supervisory management
• Produce positive impact on the overall performance of each delegate and the organization

COURSE CONTENT

DAY 1 • SALES MANAGEMENT FUNDAMENTALS

• Understanding Sales Management
• Sales Management Competency
• High Performance Sales Teams
• Organising Yourself and Others for Success
• Managing Communication (including Conflict Management)

DAY 2 • SALES PERFORMANCE MANAGEMENT

• Sales Performance Management
• Developing Yourself and Others
• Influence and Relationships
• Coaching Sales Performance
• Managing Change

Key Learning Review

• Group discussion and professional feedback to consolidate key learning. Delegates will leave the day with a list of development activities to improve their sales management competency back at work.

IN ADVANCE

Each delegate will be asked to complete a pre-course questionnaire to determine their individual learning objectives. These will be used by the trainer to give on track training that is focused on the individual learner attending.

ON-TRACK FOR GROWTH

The individual leaves this program with a Personal Action Plan to encourage immediate transfer of training to the job.

REGISTER FOR THIS COURSE

To register for this course please review the grey box above. If no public course is listed or the location and dates shown don’t suit you then please request a proposal for this course either as a public training course or if you have 6 delegates or more as an in-company training course by clicking on Re