Sales Management Excellence

Objective:

• Demonstrate traits of an excellent sales manager.
• Plan forecasts and quotas with more accuracy and precision.
• Set up sales coaching and counseling sessions effectively.
• Employ and train the sales team to generate increased sales and profits.
• Show leadership and team building abilities to optimize sales results.
• Schedule effective and productive coaching sessions and individual sales performance reviews.
• Produce better margins and make more profits.
• Devise action plans to prioritize efforts for maximum results.
• Develop a sales plan for each strategic (key) account to fully satisfy client needs and maximize customer value.
• Understand the buying process and close more sales.
• Identify, evaluate, and prioritize opportunities for business and relationship development.

Content:

Sales Management and the Marketing Mix

• Common Characteristics of the Sales Force
• The Sales Competency Model
• The Primary Responsibilities and Roles of the Sales Manager
• The Sales Management Functions
• Major Mistakes Sales Managers Make

Planning, Strategy and Organization

• Structuring and Deploying the Sales Force
• Developing Sales Strategies
• Sales Planning Fundamentals
• Sales Forecasting Guiding Principles
• Sales Forecasting Techniques
• Territory Design, Allocation and Management

Sales Process Management

• Understanding the Psychology of the Buyer
• Characteristics of Successful Sales People
• Identifying the Components of the Sales Process
• Mastering the Sales Process Milestones

Sales Management Capstone Competencies

• Recruiting Sales People (Process and Interview)
• Identifying Key Responsibilities
• Pinpointing Critical Tasks
• Training Sales People for Results
• The Field Training Process

Team Leadership and Motivation

• Team Inventory and Assessment
• Identifying Team Roles, Strengths, and Weaknesses
• Coaching Sales People for Peak Performance
• Leadership Principles and Skills
• Motivation: Guidelines and Roadmaps
• Incentive Compensation Design

Sales Performance Management

• The Critical Importance of Setting Standards
• Types of Standards
• Sales Force Analytics and Reporting
• Aligning Metrics with Sales Performance
• Sales Evaluation Methods
• Confronting Incompetence