|
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 |