The course is designed for sales directors, managers, and supervisors who have a desire to increase their team’s overall performance, productivity and profitability. It is also directed towards managers who want to increase the value they deliver to their sales representatives and organization. Finally, the course will be a perfect fit for sales professionals new to or considering a move to a management role. 

Achieving outstanding sales results in an increasingly competitive world is a difficult task. Only by establishing a modern sales force management system and by training sales management personnel effectively, can today’s firm compete in this field. The Sales Manager course provides frontline sales managers with the knowledge, skills, and tools they need to drive bottom-line performance. It focuses on improving organization and forecasting skills, as well as other technical competencies aimed at guiding salespeople towards higher performance.

•  Demonstrate traits of an excellent sales manager facing modern market challenges
•  Design and deliver Sales Strategies, organize sales territories, and use different forecasting models to optimize sales results
•  Employ and train the sales team to generate increased sales and profits
•  Conduct sales Coaching and Counselling sessions effectively
•  Project leadership and team-building abilities to improve sales and retain people
•  Carry out productive Sales Performance Reviews and use a wide array of Sales Performance Evaluation models

The course relies on the use of a variety of case studies and exercises to develop a consistent approach to sales team management. Group presentations and self-assessment tools will also be used to create a shared language around key sales management competencies.

• Sales Management defined
• Sales Management functions
• The position of personal selling in the Marketing Mix
• The sales competency model
• Major mistakes Sales Managers make

Module 2: Planning, Strategy and Organization

• Sales Planning Fundamental

                             (a) Swot analysis
                             (b) Formulating sales strategies
                             (c) Sales forecasting techniques

• Organizing the SalesForce

                            (a) Structuring and deploying the salesforce
                            (b) Territory design, allocation, and management
                            (c) The build-up and breakdown (territory design models)
                            (d) Key account management: Best practices
                            (e) Account analysis methods

• 1.  The recruitment of a sales force                                                                                                                                                      (a) Recruiting and staffing of a sales force                                                                                                                                (b) Determining the number of salespeople (models)
  2.  Training and coaching the sales force                                                                                                                                              (a) Developing and conducting a sales training program                                                                                                        (b) The field training process

• Building good working negotiation relationships
• Elements of dealing well with differences
• Reciprocity as a relationship-building strategy
• Putting Rapport Building (NLP) to Work to Your Advantage

• The critical importance of setting standards
• Types of standards
• Qualitative and quantitative measures of performance
•  Sales evaluation models.