Sales Management Training
THE JOB OF THE SALES MANAGER
Plan objectives and strategies for the sales team * Develop structure capable of achieving the sales objectives
* Recruitment & selection * Train and coach them in the knowledge and skills required
* Motivate them to perform to the best of their ability
* Evaluate and control them to ensure that their objectives are achieved
TIME MANAGEMENT
Defending time * " To do" lists * Procrastination * Timetables * Self-organisation
PLANNING THE SALES OPERATION
* Planning the sales operation
* Objectives-Planning-Control Continuum
* Setting sales objectives
* Developing the salesman
HOW TO ORGANISE SALESMEN
* Task of the sales force
* Number of salesmen needed
* How the sales force should be managed
* Structure * Span of Control
* Where the department/office fits into the organisation
* Team building
RECRUITMENT AND SELECTION
* How to recruit candidates * Application forms
* Reference checking * Psychological tests * Measuring aptitude
* Structured interview * Body Language
IMPROVING SALES PERFORMANCE
* Field/On-job training * Sales meetings
* Active listening * Giving feedback
* Coaching * Leadership
DEVELOPING MANAGERS
* Planning skill development * Setting development objectives
* What is to be taught? * Where should it be taught?
* By whom should it be taught? * How should it be taught? * Self-improvement
HOW TO CONDUCT TRAINING
* What should be included in training?
* How to structure the programme
* Methods of training ( Train the Trainer)
MOTIVATION 1
Financial Incentives:
* Nature of Motivation * Remuneration
* Direct Incentives
MOTIVATION 2
Job Satisfaction:
* Job satisfaction * Security * Status
* Identify motivational influences in planning motivational schemes
CONTROLLING A SALES OPERATION
* Concept of control * Setting standards of sales performance * Collection of information
* Variance production and analysis
* Taking correct action
SALES PRODUCTIVITY
* Improving recruitment and retention of good salesmen * The computer and sales activity
* Establish current sales activity* Redefining goals and how to achieve them * The exit interview
* Telephone selling * Making a presentation
THE JOB OF THE SALES MANAGER
Plan objectives and strategies for the sales team * Develop structure capable of achieving the sales objectives
* Recruitment & selection * Train and coach them in the knowledge and skills required
* Motivate them to perform to the best of their ability
* Evaluate and control them to ensure that their objectives are achieved
TIME MANAGEMENT
Defending time * " To do" lists * Procrastination * Timetables * Self-organisation
PLANNING THE SALES OPERATION
* Planning the sales operation
* Objectives-Planning-Control Continuum
* Setting sales objectives
* Developing the salesman
HOW TO ORGANISE SALESMEN
* Task of the sales force
* Number of salesmen needed
* How the sales force should be managed
* Structure * Span of Control
* Where the department/office fits into the organisation
* Team building
RECRUITMENT AND SELECTION
* How to recruit candidates * Application forms
* Reference checking * Psychological tests * Measuring aptitude
* Structured interview * Body Language
IMPROVING SALES PERFORMANCE
* Field/On-job training * Sales meetings
* Active listening * Giving feedback
* Coaching * Leadership
DEVELOPING MANAGERS
* Planning skill development * Setting development objectives
* What is to be taught? * Where should it be taught?
* By whom should it be taught? * How should it be taught? * Self-improvement
HOW TO CONDUCT TRAINING
* What should be included in training?
* How to structure the programme
* Methods of training ( Train the Trainer)
MOTIVATION 1
Financial Incentives:
* Nature of Motivation * Remuneration
* Direct Incentives
MOTIVATION 2
Job Satisfaction:
* Job satisfaction * Security * Status
* Identify motivational influences in planning motivational schemes
CONTROLLING A SALES OPERATION
* Concept of control * Setting standards of sales performance * Collection of information
* Variance production and analysis
* Taking correct action
SALES PRODUCTIVITY
* Improving recruitment and retention of good salesmen * The computer and sales activity
* Establish current sales activity* Redefining goals and how to achieve them * The exit interview
* Telephone selling * Making a presentation
