Sales Management Basics

 Program length in days:  up to four (depending on desired topics)

 Program Description:

Just because you’re a successful salesperson doesn’t necessarily mean you will automatically be a successful sales manager.  Often the transition is sudden and doesn’t give you prior opportunity to learn how to integrate selling and management skills.  An excellent sales manager must prepare for and address operational, tactical and strategic objectives.  This may include:  finding good sales-people; leading and motivating others to sell; teaching and coaching the sales team; and, implementing the latest network-based solutions that increase sales force productivity and profitability.

 Outcomes:

 Help new hires become productive quicker
 Supervise, coach and motivate your sales team
 Improve personal and team performance
 Implement an effective sales force automation plan
 Increase sales representative productivity
 Establish sales goals and performance standards
 Direct sales activities
 Establish an environment that induces self-motivation
 Practice feedback and evaluation techniques that motivate

 Objective:

This workshop will teach you to make the transition from sales rep to sales manager quickly and effectively.  Learn how to coordinate the sales program:  hire, coach, manage and lead your sales team; improve sales results; and, develop your sales strategy. 

Outline:

I. Effective Sales Management Skills

      A. Your job as a sales manager
      B. Selling strategies and philosophies
      C. Setting objectives with your salespeople

II. Building and Managing Your “Ideal” Sales Force

      A. Defining the difference between sales know-how and sales execution
      B. Managing imperfections … theirs and yours
      C. Coaching the sales team
      D. Your role on a sales call
      E. Creating a climate of motivated achievement
      F. Peformance measurement and review

Page last updated on Wednesday May 21, 2008