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Start Date: 7 Jul, 2024

End Date : 11 Jul, 2024
Duration   : 5 Days


Overall Description: 

Achieving outstanding sales results in an increasingly competitive world is a difficult task. Only by establishing a modern sales force management system and by training sales management personnel effectively, can today’s firm compete. This course provides frontline sales managers with the knowledge, skills, and tools they need to drive bottom-line performance. It focuses on improving organization and forecasting skills, as well as other technical competencies aimed at guiding salespeople towards higher performance


Course Objectives: 

  • Demonstrate traits of an excellent sales manager facing modern market challenges
  • Design and deliver sales strategies, organize sales territories, and use different forecasting models to optimize sales results
  • Appraise and train the sales team to generate increased sales and profits
  • Conduct effective sales coaching and counseling sessions
  • Use their leadership and team-building abilities to improve sales and retain people
  • Carry out productive sales performance reviews and use a wide array of sales performance evaluation models

Course Outline (Content): 

Sales Management and the Marketing Mix

  • Sales management defined
  • Sales management functions
  • The position of personal selling in the marketing mix
  • The sales competency model
  • Major mistakes sales managers make

The Sales Management Process

  • The role of a sales manager
  • The transition from selling to managing

Difference between Managers and Leaders

  • Qualities of the good leader
  • Leadership style
  • Theories in Leadership

Motivating sales team

  • Practical approach – How to motivate
  • Sales Quotas

Training and development sales team

  • Induction training
  • Formal training
  • On the job training

Forecasting sales

  • The Moving Average
  • Seasonal Index
  • Simple Regression

 Setting sales objectives

  • Team Work
  • Distribute sales objectives to the sales team
  • Evaluating your sales force performance

Sales Performance Management

  • The critical importance of setting standards
  • Characteristics of an effective appraisal system
  • Criteria for results-based evaluations
  • Qualitative and quantitative measures of performance
  • Sales evaluation models

Who Should Attend?

  • The course is designed for sales managers and directors who have a desire to increase their team’s overall performance, productivity, and profitability. Also, the course will be a perfect fit for sales professionals new to or considering a move to, a managerial role


Course Methodology:

We utilize a variety of proven adult learning techniques to ensure maximum understanding, comprehension and retention of the information presented. This training course will be conducted as a highly interactive workshop session. A variety of training methodologies will be used Before and during the course whenever applicable. Some of these methods are gamification, online pre-post test, role plays, self-assessment instruments, group exercises & case studies.

Advanced Sales Management Maximizing Sales Force Output

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