Sales Management Skills
Sales Management Skills is a highly customized interactive, skill based training program. The targeted audience includes anyone involved in managing salespeople, directly or indirectly.
The program teaches specific skills, techniques and approaches in the three categories that define the role of the Sales Manager – people management, business management and client management. There are many activities associated with each of these categories and based on what is determined in the needs assessment process, the course focuses on the activities of primary interest.
Best in class practices as defined by the associated competencies, are introduced throughout the program. Participants will leave the program with a clear understanding of what they need to do to fulfill the responsibilities that have been identified, and the skills required to be successful in their role as sales managers.
Course Objectives:
- Understand the role of the Sales Manager within their organization.
- Build and manage effective sales teams.
- Develop an effective sales action plan with their people.
- More effectively recruit, motivate and retain people.
- Plan, make and debrief effective joint sales calls with their people.
- Better define market opportunities and develop corresponding sales strategies.
- Utilize internal resources and subject matter experts when needed.
- Conduct effective sales meetings with their people
- Enhance their understanding of coaching for improved performance
- Monitor their people’s progress against established sales goals.
- Motivate their people to help them realize their goals.