Sales Skills – face to face for the Management Team

Duration

3 days non residential

Overview

Managing a team of face to face sellers is not an easy task. How can you create a sales environment and culture that inspires, motivates and encourages your team to successfully perform?

This programme will take you through the key essentials of sales management – including objective and goal setting, providing continual coaching and feedback and appropriate rewards. Also focusing on campaign management, management information and performance management.

This challenging programme will incorporate sales management theories, practical exercises and case studies together with delegate experiences and discussion.

Who will the course benefit?

Anyone who is responsible for leading, managing and supporting a sales team.

Course Objectives

To provide an indepth understanding of how to lead, manage and motivate a winning sales team, and gain a thorough understanding of the role of a Sales Manager or Management Team. To gain the knowledge and ability to provide constructive coaching sessions, feedback and vision.

Skills Gained

Recognise the opportunities available. Understand the need to use Management Information for forward planning. Plan and present key communications effectively. Demonstrate the benefits of using a differential management approach to working. Demonstrate how to undertake a personal goal planning session. Demonstrate how to observe, assess and give feedback to Sellers / Telecare / Frontline. Develop the Personal Performance Coaching Plan. Plan and present key communications effectively. Demonstrate how to collate feedback and coach the team. Demonstrate how to use all available information to Performance Manage the Team. Create a vision for success. Plan and present key business activities that will deliver the vision of success.

Content Introduction

Understanding the term “Management” – what is it?! How can I effectively communicate to my team to engage and motivate them? Planning your own impact

Introduced to stats – what would you do?

Attitudes, skills and knowledge of an effective Manager?

Motivating the team

Goal Planning 1:1 Personal Goal planning with Sellers– Focus on future / annual /quarter. Observing and Assessing Performance

Giving positive and developmental feedback and coaching lending success

Performance Management – Good and poor performance

Motivational meetings

Visioning – end of year / end of quarter

Review and Close