Professional Sales Manager

Courses Syllabus

Objectives:

By the end of the program, participants will be able to:

• Demonstrate traits of an excellent sales manager.
• Plan forecasts and quotas with more accuracy and precision.
• Set up sales coaching and counseling sessions effectively.
• Employ and train the sales team to generate increased sales and profits.
• Show leadership and team building abilities to optimize sales results.
• Schedule effective and productive coaching sessions and individual sales performance reviews.

The Content:

Sales Management and the Marketing Mix

• Common Characteristics of the Sales Force
• The Sales Competency Model 
• The Primary Responsibilities and Roles of the Sales Manager 
• The Sales Management Functions
• Major Mistakes Sales Managers Make 

Planning, Strategy and Organization   

• Structuring and Deploying the Sales Force 
• Developing Sales Strategies
• Sales Planning Fundamentals 
• Sales Forecasting Guiding Principles
• Sales Forecasting Techniques
• Territory Design, Allocation and Management 

Sales Process Management 

• Understanding the Psychology of the Buyer
• Characteristics of Successful Sales People 
• Identifying the components of the Sales Process
• Mastering the Sales Process Milestones 

Sales Management Capstone Competencies 

• Recruiting Sales People (Process and Interview)
• Identifying Key Responsibilities
• Pinpointing Critical Tasks
• Training Sales People For Results 
• The Field Training Process

Team Leadership and Motivation

• Team Inventory and Assessment  
• Identifying Team Roles, Strengths and Weaknesses
• Coaching Sales People for Peak Performance 
• Leadership Principles and Skills 
• Motivation: Guidelines and Roadmaps 
• Incentive Compensation Design

Sales Performance Management 

• The Critical Importance of Setting Standards   
• Types of Standards
• Sales Force Analytics and Reporting 
• Aligning Metrics with Sales Performance  
• Sales Evaluation Methods  
• Confronting Incompetence