Getting the most out of your sales team is an essential part of ensuring your business achieves its full potential. Sales people operate in a stressful environment where they are frequently exposed to rejection and frustration. Along with ensuring your sales staff have the right skills and attitudes you need to support them and keep them motivated to ensure success.
Who should take this course
Sales executives ready to step into leadership roles. Sales team leaders. Sales managers. Sales directors.
Module 1 - Introduction to Sales Management. 21st Century Sales Management. The key sales management activities that underpin success.
Module 2 - What kind of leader do you want/need to be? Personal goals and vision Management v Leadership Situational Leadership.
Module 3 - What kind of team do you want? Determine the size and shape of your team. Identify the skills required Personality/attitude Product/market knowledge. Experience Motivation. What learning and development is needed?
Module 4 - Recruitment. Attract the right people with the role itself reward and incentives. Interview Agree terms Appoint.
Module 5 - Training and development. Induction Training Coaching. Performance monitoring and continuous feedback.
Module 6 - Team objectives. Set sales targets with your team. Set stretching but achievable targets for individual accounts individual team members and different sales teams. Agree key performance indicators. Allocate responsibility for different accounts products or geographical territories.
Module 7 - Manage and Develop Performance. Monitor individual performance through observation agreed KPIs and review meetings. Recognise strong performance and deal with poor performance. Appraisals
Module 8 - Organising the team. Agree priorities in terms of products/services customer type and market. Agree a sales budget. Ensure the team are clear about sales margins and pricing. Empower the team to negotiate discounts and set clear boundaries. Sales reports Team meetings
Module 9 - Resourcing and providing the right tools for the job. Sales materials and support. Promotional material Documentation. CRM and database management
Module 10 - Motivating the team. Create excitement around the product/service. The power of recognition. Reward and the dangers of getting it wrong. Work to minimise stress levels among employees. Plan social events and team building activities.
About Course Provider
London Training for Excellence offer a wide range of training courses in London for organisations and individuals who wish to advance their skills and knowledge in the business world. With a great training centre in London, London TFE have everything that is needed to understand the basic needs of a business. Each course focuses on the ‘real-life’ issues a business could face and how to tackle them with ease.
London TFE have a team of enthusiastic leaders and instructors who share a passion for education and want to deliver that same passion to every individual who wish to take a business to succession. Each training courses London encourages individual to aim high and reach their full potential.
How to enroll?
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