Managing the Sales Team

Overview

This course helps you develop a clear understanding of how to motivate and manage professional sales teams. It provides Sales Managers with the skills, knowledge and strategies that deliver results, even in the most competitive market conditions. As a result of the course you will be able to accurately set meaningful objectives, forecast sales, motivate your top performers, build and develop the skills of your sales team and maximise results. The techniques are equally applicable to office based and virtual teams, and those which may operate a mixed model of office, remote and virtual working.

Who should attend?

This course is designed for established sales managers who wish to improve their performance, those about to move into a sales management role, salespeople with some sales management responsibility and those who want to understand more about this challenging role.

Learning outcomes

• How to link business and sales strategy to objectives
• Set meaningful objectives for individuals and the team
• Assess motivation and understand individual needs of the team
• How to recruit the right people for the team
• How to keep top performers performing
• How to build and develop the skills of the team
• How to manage underperformance
• How to accurately forecast sales
• Identify the activity required to achieve the sales plan
• Communication between office, remote and virtual team members
• Prioritise day-to-day sales management activities to maximise sales
• Ensure the team is doing the right things in the right way to achieve results