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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 day course or up to six sessions spread over a period. The multiple session course allows for practical application and evaluation
of the principles, ideas, and methods between sessions.
Spreading the course over a period helps participants 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.
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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.
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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
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Explore strategy and tactics for increasing individual performance
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Provide a set of tools and techniques to eliminate sales hiring mistakes
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Increase understanding of intrinsic motivators and study non fiscal
methods of motivation
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Have team members set their own goals and achieve them
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Learn how to admonish and motivate at the same time
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Examine a set of appraisal tools and learn how to make appraisals
motivating
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Study management style and identify the best balance for maximising
performance
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Recognise personality differences and learn how to adapt for them
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Study the use of delegation as a means of motivation and development
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Learn the skills and acquire tools for effective coaching
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Develop better sales processes and methods
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Learn how to make team meetings more motivating
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Learn how to use benchmarking and benchmarks to affect behaviour
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Understand the challenges faced by leaders and develop leadership skills
Course Contents
Fees
Feedback
Pre Course Assessment
Small Groups |
