This programme can run as an online or classroom training
(Available also for Customised Training by Duration, Venue & Fee)
Programme Description
This is a programme for managers who are advancing beyond selling to managing sales. It is to raise the proficiency levels of managers who supervise your sales people. It treats the important topics of business skills and management as desirable for profitable sales in a manager’s respective territories:
Creating More Customers
Performing for Profit.
Broad Competencies Addressed
Ability to agree meaningful standards of performance with the salespeople
Ability to formulate a control system to measure the standards
Ability to forecast sales
Ability to influence profit
Ability to motivate the salespeople to keep to sales budget
Ability to improve salespeople’s use of time they allocate to key areas of their territories and customers
Ability to delegate effectively.
Course Contents
DAY ONE
Sales Team Lead Core Competencies
Sales Management: Key Tasks
Forces that mould a Sales Team leader
Personal Organization & Disciplined Time Effectiveness
What Results the Company Expects:
Qualitative Results
Quantitative Results
The Job of a Sales Team Lead
Transition into managerial role
What’s special about you as a Field Sales Manager?
Goals a manager pursues
Team management skills
Communicating effectively.
DAY TWO
Business Development Priorities
Setting targets for field sales people
Field work, coaching and counseling
Territory development and management
Management Style
Influence Skills
Organising sales meeting and conference
Sales Meeting: Touch Points
Controlling the sales team
Field coaching and counseling
Field report writing.
Motivating the Sales team
Why Motivate?
Factors Affecting Motivation
Influencing Styles.
DAY THREE
Coaching Skills
Probing a sales situation
Problem solving
Generating options
Sales strategy/tactics
Management and Leadership Skills
Use of powers conferred on them as leaders
Success guide.
