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Sales Force Management

Course Overview Sales Teams which are led effectively can be up to six times more productive than those which are not. Sales people need clearly communicated targets, the insights and knowledge to be effective and the motivation to succeed in both the short and longer term. A key contributor to their success is their Sales Manager. This course provides a Sales Manager/Team Leader with everything s/he needs to know about communicating their sales strategy, structuring their sales team for success, and leading/managing sales team members to willingly give of their best. Delegates are not only given the skills to change their approach to Sales Force Management but are also provided with all the plans, templates and resources they need to build a high performing sales team. This is an invaluable course for both experienced and less experienced sales managers wanting to fully exploit their sales team’s potential. The course content includes a comprehensive trainer’s guide, full set of delegate handouts, exercises, role-plays and accompanying PowerPoint slides. Optional, additional material Why not also use in this course a selection of other sales force management tools and techniques including: - Solving Customer Related Problems. - Understanding Sales People’s Motivational Needs. - Using Sales Meetings Effectively. - Territory Planning and Personal Productivity. Find these in the Complementary Materials Section for this course. Course length: Minimum 835 minutes excluding breaks.


Trainer’s Guide - A comprehensive guide on how to run the course Session content, including: - PowerPoint Slides - Personal Learning Log - Course Evaluation Form - Handouts (for delegates) including: Day One · The market-place and your challenges · Identifying your strategy · Leading your sales team · Where do you need to improve? · Management Styles · The Performance Management Cycle · Agreeing performance measures · Coaching for Performance Improvement process · Coaching Skills · Complete Learning Logs Day Two · Handling different salesperson reactions · Coaching for Performance Improvement role-plays · Coaching and Mentoring · Coaching to develop sales people’s abilities: · Coaching for salesperson development role-plays · Preparing for coaching days · Handling salesperson’s responses to coaching · Discussing potential · Using the selling skills analysis in coaching · Different salesperson development methods