Managing for Sales Performance  
Introduction  Fees  Feedback  Pre Course Assessment  Small Groups

Course Contents:

Top People under a Magnifying Glass - Examine the habits and practices of top sales managers to learn how they consistently achieve or over achieve daunting sales targets. Compare top sales behaviour and top sales management practices to identify opportunities.

Sales Person Motivation - From the results of extensive research, learn how managers can effect individual motivation. Discover the different effects of external and internal motivators. Explore eight aspects of intrinsic motivation and learn how to recognise their effect on sales behaviour. Leverage intrinsic motivation to inspire hard work, commitment and self-development.

Empowerment and Trust - Get results through delegation while fostering individual growth and development. Practise goal management and giving feedback to help sales people exceed expectations.

Choosing Management Style - Through a personality questionnaire, learn how to identify different personality characteristics and how to adapt communication style for better understanding. Use the results of a management attitude questionnaire to explore management styles and identify the most effective management behaviours.

Mentor? Coach? Manager? - Understand the differences between the three roles and examine the purpose and tasks of each. Learn how you can upgrade your coaching and mentoring skills and discover ways to compensate for the potential conflict between each role.

Sales Learning Needs Analysis - Expand knowledge of key sales competencies and learn how to evaluate individual sales skill strengths and weaknesses. Use a thirty-three question gap analysis tool to help your sales people recognise opportunities for developing their sales skills.

Options for Upgrading Skills and Methods - Acquire five strategies for effecting behavioural change and improving sales skills and methods. Learn how to make training more effective and how to set up a coaching and mentoring programme that saves you having to do everything.

Manage Sales Efficiency - Improve the use of sales resources and increase forecasting accuracy through a flexible, proven template that can easily be adapted to fit different sales environments.

Make Meetings Motivating - Explore behaviours that make meetings difficult and unproductive. Learn how to keep control while making meetings worthwhile, interesting and motivating, for all participants.

Motivating through Leadership - Learn the 12 characteristics of leaders and the five principles of leadership. Study the unique vulnerability of leaders and learn the successful strategies used to combat it.

Select top Performers - Use as range of methods, techniques and tools to identify top performers who will thrive in your organisation. Eliminate hiring mistakes to add a substantial bonus to bottom line profits.

Disaster Recovery Strategy - Examine your risk exposure. Learn how to protect against catastrophic drops in sales revenue due to events outside your control.

Introduction  Fees  Feedback  Pre Course Assessment  Small Groups

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Tel 44 (0)118 933 1357
Siena Court, The Broadway, 
Maidenhead, UK, SL6 1NJ
info@salessense.co.uk

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