Sales Force Management

For new Sales Managers, making the transition from selling to sales management is never easy. Even with seasoned Sales Managers, a strong foundation in skills is required to effectively manage a sales team due to constant changes in the business environment.

This 2-day course will equip Sales Managers and new Sales Managers with the knowledge and competencies to manage a sales force at the highest level. It will enable them to lead each salesperson within the team to excel in the marketplace and accelerate sales performances.

In an era of hyper competition, every Sales Manager need to adapt quickly and lead the team to beat competitors who operate on different rules. The lack of fresh in-depth knowledge and competencies to manage the sales force in today\'s complex environment can lead to team performance which is far from maximum potential.

• All middle and senior managers who are required to achieve results through a sales team.
• Managers who are required to perform the sales management function within their organization.
• Executives who are about to assume sales management responsibilities.

IKL Certificate

Modern Sales Force Management

• The challenges of today\'s marketplace
• The role of the Sales Manager

Fundamentals of Sales Planning

• A framework of sales planning
• Planning sales growth and profitability

Managing the Sales Process

• Designing the Sales Process
• Managing Sales Territories effectively

Coaching for improved Sales Performance

• The Sales Manager as Coach and Leader
• Coaching techniques to enhance sales performance

Sales Performance Management

• Setting quotas, incentives and rewards for the sales team
• Measuring sales force effectiveness and efficiency

Institute of Knowledge and Leadership (IKL) has emerged on the global map of learning, talent development and executive education as a highly advanced and qualified training platform. IKL is based in Dubai and serves prominent clients from across the MENASA region.

The distinctive factor about IKL is its significant, highly qualified and skilled pool of global trainers, primarily equipped with state of the art training methods and techniques coupled with the passion to share knowledge and to co - create a value proposition with organizations and their teams. IKL has trainers across the globe from 25 nationalities, over 200+ knowledge areas, and with a cumulative training, knowledge creation, sharing, and dissemination experience for over 1000+ years with over 2 million participants globally.