SALES MANAGEMENT
Many Sales Managers were successful sales executives before they got promoted to the position of Sales Manager. They got promoted to the position of sales manager because they did an excellent job at selling.
However the irony of the matter is that the two jobs require totally different job skills.
The job of sales executive requires selling skills whereas the job of sales manager requires creating a clear and necessary balance between achieving business objectives and maintaining a motivated and committed sales force that delivers.
If you're a sales manager who fits the above description, or if need to brush up your sales management skills this is the training for you. If your sales team is not delivering what is expected of them then your sales management skills may be one of the contributing factors.
Even those sales executive that expect or aspire to be promoted to the position of sales manager could benefit immensely from this course.
This is an extensive six full day course delivered over three consecutive Fridays & Saturdays that include role plays, case studies, simulations, group work and a learning gap exercise with assessment.
| WHAT WILL BE COVERED THIS COURSE? |
Introduction:
- The role of the sales manager
- Responsibilities of the sales manager
- Managing by objectives
- Prioritizing
- How your team, customers and support departments perceive you?
1.Setting goals and targets:
- Goals and objectives
- Forecasting & Planning
- SMART targets
- Setting short, medium, and long term goals
- Allocation of targets and accounts/geographical areas etc.
- Reviewing progress and reassigning monthly or quarterly targets.
2.Establishing systems, procedures & processes
- Sales reporting procedures
- Market information system & use of statistical data
- Productivity benchmarks
- Giving feedback that works
- Measuring overall success
- Work procedures & standards.
3.Day to day operation:
- Managing your time
- Providing encouragement and motivation
- Keeping them focused on targets and away from fire fighting activities
- Monitor without getting into their way
- Managing sales executive stationed & operating in remote areas
- Expediting and following up with internal & external sources on behalf of your team
- Maintain two way communication and keep them informed on the latest product/service enhancements
- Daily/weekly/monthly sales reporting
- Sales meetings and how to get the most out of them - brain storming
- Encouraging, motivating, and logistical support
- Managing and regulating per diems and promotional expenses.
4.Development of Sales Executives:
- Identify key skills and competence
- Identifying knowledge & skills gap
- Identifying and selecting sources of training and development
- Coaching and mentoring
- Responding to the needs of different personalities in the sales team
- Linking feedback to productivity and reviews
- Gaining their commitment
- Developing a team that works together and bonding.
5.Recruitment:
- Setting up the recruitment process
- Establishing recruitment criteria
- Head hunting ideas
- Sieving through the CVs and short listing
- Narrowing down - telephonic interviews
- Seeking reference - customers & previous employers
- Interviewing skills
- Induction of new sales executives in the team.
Apart from your commitment, time, & attention:
Sales Management: Dirhams 6, 595/= payable over two months (Two equal installments - one in cash and the second as a post dated cheque) or Dirhams 6095/= if paid in cash in one payment.
The above will cover the following:
- Tuition fees
- Course material
- Refreshments & working lunch on Fridays.
Venue: Will be advised soon
Dates: February 2009 onwards once every three months.
- Certified NLP Trainer & Coach
- Over 25 years of experience with a major airline in various positions of sales & marketing
- Over eight years experience as a corporate facilitator - carrying out training needs analysis, developing training courses, & delivering them on various soft skill courses on sales, marketing, presentation skills, problem solving & decision making, customer service, public speaking, meditation, business writing skills, stress management, time management and more.
Please click here for the registration.
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