Location

Community Services & Continuing Education - Alexandria

Objectives

• The program aims to:• To develop the skills necessary to become a top-class winning sales manager• To appreciate the importance of consistency when managing a sales team• To understand the different ways to motivate your sales team• To know how to get the best out of your individual salespeople• To be able to create a productive environment for team performance• To identify the disciplines needed for salespeople to work effectively• To know how to measure the performance of your team, and make the necessary decisions to maintain high performance.

Outcomes

By the end of this course, students should be able to:• Set meaningful objectives for individuals and the team as a whole.• Manage underperformance.• Keep top performers motivated.• Build and develop the skills of the team.• Recruit the right people for the team.• Accurately forecast sales.• Identify the quantity of activity required in order to achieve the sales plan.• Ensure the team is doing the right things in the right way to achieve results.• Set day-to-day Priorities of sales management activities in order to maximize achievement of sales through others.

Course Contents

• Planning the Sales Teams Effort.• Staffing the sales Team.• Training the Sales Team.• Directing the Sales Team.• Controlling the Sales Team.• Team Leadership and Motivation• Sales Performance Management