Managing for Sales Performance
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Using just a few of the ideas explained in this course could yield a better than 50% improvement in sales productivity.

Discover new tools for turning the art of sales management into a reliable science. Help your people motivate themselves. Become a better coach. Learn to adapt your management style for difficult personalities. Get more accurate forecasts. Manage sales campaign risks. Deal effectively with stress. Make meetings more productive. Eliminate hiring mistakes. Above all, achieve your sales goals with more ease and certainty.

Free Pre Course Assessment (Please register here first)

Delivering consistent on target or above target sales of complex products such as IT solutions, software applications, outsourced services, telecoms, financial services, advanced technology, and many consulting services, depend on having a highly motivated team of sales performers. Developing and maintaining such teams takes extraordinary sales management and leadership skills. This course lights the way.

·         Four one-day sessions spread over four weeks, allow for practical application and evaluation of the principles, ideas, and methods learnt, between sessions. Participants have time to assimilate what they learn and make use of it before returning to the classroom to review what worked and what needs further study or clarification.

·         In the classroom sessions, we present proven, best practice business-to-business sales management methods and techniques. Then, participants try them out through exercises, role-plays, and simulations.

·         Online access to electronic copies of the course materials and a range of additional resources provides participants with additional support that extends the longevity of learning and aids application.

Who Should Attend
This course vastly expands the tools, methods and practices that Sales Directors and Managers can bring to bear on the challenge of achieving and exceeding sales targets. If you lead a field sales team and are responsible for ensuring they meet revenue or profit objectives, you should consider attending.

Course Objectives

• Explain how top sales managers consistently outperform their peers
• Use a set of tools and techniques to eliminate sales hiring mistakes
• Provide methods for understanding and affecting individual motivation
• Understand personality differences and how to adapt management style
• Study how to use delegation for motivation and development
• Learn the secrets and skills of an effective coach and mentor
• Develop better sales processes and methods
• Examine leadership and develop the leader in yourself

Course Contents  Fees  Feedback  Pre Course Assessment  Small Groups