A sales manager succeeds by achieving objectives through the sales team. This dynamic programme looks at achieving the desired result through managing performance and activity. Applying pro-active management in three key areas will provide a management platform to ensure that you drive the result, not react to it. The course also offers practical ways of managing the customer base, which secures today's business and provides opportunities for future customers.
DELEGATES WILL LEARN
Leadership for results - how to establish clear objectives for the team and work towards meeting them.
How to measure accurately the activity of their team to determine maximum business potential and to evaluate effectively the level of knowledge and skills they require.
How to conduct field visits, field training and appraisal sessions.
The Breakthrough concept on Customer Base Management - a practical working method of securing business through existing customers and providing business growth through new customers.
How to find and adopt the most appropriate style to get the best results from each member of the team.
How to match the appropriate practical methods to the right management style in order to achieve maximum results through people.
How to coach and counsel for performance improvement.
How to organise and run sales meetings to maximise understanding and input.
How to manage time and prioritise activities.
How to support individuals and the team in selling to major accounts.
Building success through the direction of your team.