Leading and Motivating the Sales Team

Australian Institute of Management NSW & ACT
North Sydney, NSW, Australia

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

Course Description:

'' A program designed to provide sales team managers with the skills to build and maintain motivated and high performing sales teams. Participants will benefit from the program’s focus on developing motivational management techniques and leadership skills. They will have the opportunity to explore approaches for managing different types of sales personnel to maximise individual and team performance. The program also looks at how to manage and revitalise under-performing sales people.

Learning outcomes

Outline the responsibilities and personal qualities required to effectively manage the sales team.
Know when to employ appropriate communication strategies for a diverse range of situations and people.
Implement effective recruitment and selection processes for sales personnel.
Conduct an effective performance appraisal.
Plan strategies for building, developing and motivating a sales team to produce desired results.
Conduct successful and focused sales meetings.

Course content

The key role and functions of sales team management.
Planning for the sales function and the role of personal selling in the company’s marketing strategy.
Setting sales objectives and strategies.
Recruiting the sales force.
Leadership - background, definition and personality.
Power and influence.
Leading and motivating the team.
Understanding others - attitudes, values, traits and competencies.
How understanding others helps us lead and motivate.
Extrinsic versus intrinsic motivation.
Implications for motivating the sales team.
Helping teams perform.
Performance management.
...''

Elements of this syllabus are subject to change.

Phone:02 9956 3030

School Address/Venue(s):

Australian Institute of Management NSW
215 Pacific Highway
North Sydney NSW Australia 2060

Jobs & Resumes: North Sydney
Houses & Roommates: North Sydney

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