Sales Management - Caliber Training

OVERVIEW

A successful sales manager's job is to provide clear direction and support to their team that will enable team members to excel and to reach their full potential. Sales managers often rise to this position from a successful career in sales but the skills required of a successful sales manager are quite different from the skills of a successful sales person. This is the reason many top sales people fail as sales managers.

After completing this highly interactive two-day program, participants will understand the responsibilities of a successful sales manager and how it differs from the role of a sales person. Participants will explore key leadership skills that will help motivate their sales team to excellence. Additionally, participants will learn specialized sales management skills such as sales forecasting, planning, and monitoring.

COURSE OBJECTIVES

By the end of this training course participants will be able to:

Understand the roles and responsibilities of a sales manager.

Learn skills to achieve better results through their teams using sales plans and targeting techniques.

Clearly understand how to prepare a sales forecast and a sales plan for their sales operation.

Properly observe, evaluate and give feedback to team members and set performance development objectives using assessment tools supplied and provided within the training program.

Explore ways to motivate their sales teams and create a more motivating environment.

Run more effective sales meetings and morning huddles to inspire and motivate and provide clear direction to their sales team members.

This course is perfect for seasoned sales managers, those new to sales management and those who wish to better understand managing sales teams.

COURSE DURATION: TWO DAYS (6.5 HOURS PER DAY)

A sales management primer:

What is your job?
Sales Manager Versus Salesman.
The perfect sales person- Activity.

Module 1 : A Strategic look at sales management:

Sales management – is it strategic or tactical?
What are my CSF’s? – Critical success factors.
SWOT and PESTLE analysis.

Module 2 : Sales Forecasting:

What is forecasting and how it can help sales performance?
Identify different forecasting methods.
Follow a simple 4 step process to create a sales forecast.
Avoid common forecasting pitfalls.

Module 3 : Sales Planning:

Setting up your sales strategy.
Put together the main components of your sales plan.
Specify sales tactics to achieve strategy
Sales planning best practice examples.
Practical skill practice activity – Create a sales plan for your sales operation

Module 4 : Sales performance management:

Setting sales objectives.
The 3 step sales performance control plan.
Guidelines for proper sales performance evaluation.
Handling the underperforming sales team member.

Module 5 : Motivating your sales team:

What motivates us?
Knowing your team inside out.
Creating a motivating environment for your team.
Understand the factors that combine and drive personal motivation.

Module 6 : Running effective sales meetings:

Effective versus badly run sales meetings
Planning your sales meeting sequence.
Successful sales meeting checklist.
Team huddle versus team meeting.

Activities, Exercises and Games

Each of our courses include exciting self-discovery exercises, activities and games which address specific key learning points and help participants retain knowledge longer.