Sales & Marketing

Training Course: Sales Management Best Practices


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SM234618

10 - 14 Feb 2025

Amsterdam (Netherlands)

Hotel : Grand Hotel Amrâth Amsterdam

Cost : 5250 € Euro

 Introduction

Achieving outstanding sales results in an increasingly competitive world is a difficult task. Only by establishing a modern sales force management system and by training sales management personnel effectively, can today’s firm compete. This course provides frontline sales managers with the knowledge, skills, and tools they need to drive bottom-line performance. It focuses on improving organization and forecasting skills, as well as other technical competencies aimed at guiding salespeople towards higher performance.

Course Objectives of Sales Management Best Practices 

  • Demonstrate traits of an excellent sales manager facing modern market challenges

  • Design and deliver sales strategies, organize sales territories, and use different forecasting models to optimize sales results

  • Appraise and train the sales team to generate increased sales and profits

  • Conduct effective sales coaching and counseling sessions

  • Use their leadership and team-building abilities to improve sales and retain people

  • Carry out productive sales performance reviews and use a wide array of sales performance evaluation models

Course Outlines of Sales Management Best Practices

Day 1: Sales management and the marketing mix

  • Sales management defined

  • Sales management functions

  • The position of personal selling in the marketing mix

  • The sales competency model

  • Major mistakes sales managers make

Day 2: Planning, strategy, and organization

  • Sales planning fundamentals

    • 'SWOT' analysis

    • Formulating sales strategies

    • Sales forecasting techniques

  • Organizing the sales force

    • Structuring and deploying the sales force

    • Territory design, allocation, and management

    • The build-up and breakdown (territory design models)

    • Key account management: best practices

    • Account analysis methods 

Day 3: Sales process management

  • Understanding the psychology of the buyer

  • Characteristics of successful salespeople

  • Identifying the components of the sales process

  • Selling 'ASAP'

  • A framework for change in the sales force

  • The customer-driven salesforce

Day 4: Sales management capstone competencies

  • The recruitment of a sales force

    • Recruiting and staffing of a sales force

    • Determining the number of salespeople (models)

  • Training and coaching the sales force

    • Developing and conducting a sales training program

    • The field training process

Day 5: Team leadership and motivation

  • The team development cycle

  • Identifying team roles, strengths and weaknesses

  • Coaching salespeople for peak performance

  • The sales coaching process

  • Leadership principles and skills

  • Situational leadership

  • Motivation guidelines and principles

  • The motivation mix

Sales performance management

  • The critical importance of setting standards

  • Types of standards

  • Characteristics of an effective appraisal system

  • Criteria for results-based evaluations

  • Qualitative and quantitative measures of performance

  • Sales evaluation models

Sales & Marketing

Training Course: Sales Management Best Practices


Register Now
Quick Inquiry
Discount Group Download Brochure (38)

SM234618

10 - 14 Feb 2025

Amsterdam (Netherlands) - Grand Hotel Amrâth Amsterdam

Hotel : Grand Hotel Amrâth Amsterdam

Cost: 5250 € Euro


  About Amsterdam

Amsterdam, capital of the Netherlands, is a popular destination amongst travelers from all around the world. Once just a little fishing village, Amsterdam is now a major international city after having become an important port during the 1600s. Throughout its history, the city has had many famous residents, including artists, philosophers and other historical figures. There is much to discover along Amsterdam's quaint streets and picturesque canals. So much so that a flight to Amsterdam comes with a guarantee of cultural and historical attractions that will provide memories to last a lifetime. Amsterdam is a hotbed of culture for travelers of all ages and tastes.


  Things to do and places to visit in Amsterdam

From the moment passengers step off their flight to Amsterdam, they will find it a friendly city with a lively atmosphere. Its flat geography means that it is perfect for exploring by bicycle. If you're feeling less active, it the city is also well-served by public transport. The so-called Venice of the North has something for every visitor. Culture vultures have museums, galleries and theaters to see, Families can visit the zoo or the Science Center NEMO.

When visiting Amsterdam, be sure to:

  • See the picture-perfect and colorful houses of the Grachtengordel district.
  • See the iconic works of one of Holland's most famous artists at the Van Gogh Museum.
  • Visit the house where Anne Frank and her family hid from the Nazis.
  • Browse through the extensive collection of fantastic art in the Rijksmusem.
  • Wander through the blaze of colors that is the Singel Flower Market.
  • See the city at a leisurely pace on a canal cruise.
  • Marvel at one of the city's many historic churches.
  • Learn about life aboard a ship at the National Maritime Museum.
  • Discover the Begijnhof's well-preserved medieval architecture.
  • See animals of all kinds, as well as the butterfly pavilion and aquarium, at the Artis Zoo.
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