Sales Management

Silicon Beach Training Ltd.
Brighton, East Sussex, United Kingdom

Course Format: Classroom | E-learning | Virtual Class | Online/Live | On-site/In-house | Blended | Self-paced

Course Description:

'' As a Sales Manager you must be a strong leader, powerful motivator, efficient organiser, accurate forecaster, numerate budgeter, and inspired speaker, whilst being a successful salesperson! This intensive Sales Management course will help you develop the exceptional and rounded business skills required to fulfil this demanding role.

Sales Management Training Course Objectives
This sales management training course ensures that Sales Management is approached with a clear and necessary balance between achieving business objectives and maintaining a motivated and committed sales team.

Sales Management Training Course Content
The role of the sales manager
What is the responsibilities of the sale manager
The image of the sales manager
Projecting an image commensurate with the job and the market
Recruitment
Identifying the recruitment process
Building the essential skills of interviewing �Questioning/rapport/communication
Identifying and measuring the right role profile
The CV sift
The telephone interview
The face to face interview
Making a fair factual decision
Goal and target setting
Setting goals and targets inline with business requirements
SMART targets
Reviewing targets
Training (Induction)
Identifying the key skills and levels of competence that all new starters need to demonstrate
Sources of training and the various types of training available
Goals and objectives
Measuring success
Staff development
Identifying the skills gap
Goals and objectives
Sources of training and the various types of training available
Coaching
Adapting your style
Giving effective feedback
Identify individuals coaching needs
The learning process
Linking coaching to reviews
Gaining commitment
Effective communication in coaching
Motivation
The importance of team identity
Understanding motivational factors and how they differ from person to person
Getting to know your team members
Incentives
building on the contribution of each team member
devising incentives and linking to commercials
short term and long term incentives
Reviews
The importance of consistent feedback (link back)
Keeping everyone focused
Forecasting and Action Planning
Keeping on track
Keeping on track of the activities of all the team
Using statistics to check validity
Sales plat forming using past data to maintain the pipeline
Time management
Planning you time across team, individual, customer and the office
Allocation of priorities for the best effect
Admin .v. field activity, which comes first, the boss or the team?
Review of Programme
Other Recommended Programmes
Coaching & Mentoring Skills
Building High Performance Teams
Building Managing & Motivating Remote Teams
...''

Elements of this syllabus are subject to change.

Phone:+44 (0)1273 622272

School Address/Venue(s):

86 Gloucester Road
Brighton
East Sussex
BN1 4AP
UK

Jobs & Resumes: Brighton
Houses & Roommates: Brighton

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