Sales Force Management Workshop: Succeeding through Your Sales Team

Program overview:

A Sales Manager’s success is achieved through team effort and team success. In order for sales managers to meet her organizational objectives and achieve outstanding results, Sales Managers must simultaneously motivate and focus each member of the team. By participating in this course, Participants will learn how to make their team look forward to field visits, as well as how to provide proper training, guardian and practical techniques to achieve and exceed both personal and organizational goals / targets.

For whom:

Field Sales Managers, Area or Regional Sales Managers, and all other executives with responsibilities to motivate and manage salespeople

Learning objectives:

At the end of the program, Participants will be able to:

• become a dynamic team builder, by motivating, stimulating team thinking and group performance;
• organize and run effective, motivating and results oriented sales meetings;
• recognize the importance of teamwork and individual accountability in planning, setting and achieving sales targets;
• use financial and non-financial incentives to motivate and reduce the effects of de-motivation on team members;
• recruit people who can sell: by aligning the job specification and people profile;
• manage the team performance, including training, coaching, counseling and disciplinary activities; and
• increase personal effectiveness through self-management skills and task prioritization.

Course outline:

 Day 1: From Selling to Managing:

• Understanding the Sales Management Process
• Working for Turnover, Profit and Growth
• Effective Sales Team Management
• Establishing an effective management style
• Matching your style to your market situation
• Developing an Empowered Sales Team
• Understanding the stages of team growth and development
• Managing and communicating with team members
• Planning and running effective, motivational sales meetings

Day 2: Selecting People Who Can Sell

• Developing and using an effective recruitment process

• Using job specifications to determine the person profile

• Training and Developing Your Salespeople
• Designing an action plan for accelerated performance

• On the job coaching, counseling, and ongoing development

• Time Management and Delegation
• Improving your personal effectiveness and self-management

• Organizing and managing yourself first, then organize others

• The art of effective delegation

Day 3: High Performance Motivation

• Theory and practice of effective sales motivation
• Using financial and non-financial incentives to motivate

• How to recognize and tackle sales de-motivation
• Effective Sales Performance Management
• Generating annual, quarterly and monthly forecasts
• Agreeing on sales objectives, target, and performance indicators

• Monitoring field sales activities and results

Training Methodology

Lectures, discussions, exercises, case studies, audio-visual aids will be used to reinforce these teaching/learning methods.