19 - 23 May 2025
London (UK)
Hotel : Landmark Office Space - Oxford Street
Cost : 5250 € Euro
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.
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
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