Sales Management

Benefits

• More motivated and productive sales people
• Increased, more profitable sales
• More visible presence in the market
• Self-directed managers focused on achieving sales targets

Contents

• How to structure & motivate a sales team
• How to manage & coach sales people
• How to set performance goals
• How to run appraisals and manage performance
• How to achieve great sales results

The purpose of this seminar is for participants to achieve extraordinary results through others - the sales people, the support individuals and the sales team. They will be able to understand management and leadership styles and motivational theory to enable strategic development of the sales team.

"Overall very educational - a learning experience that invokes thought and argument. Huge respect for the trainer's knowledge and experience."
Northern Area Sales Manager, Shell NZ

"This course has dragged me so far forward from my current thought process it has been positively frightening."
Sales Manager, Reed Publishing

Learning Outcomes

Apply motivational theory to enable the strategic development of the sales team.

Develop values, clarify and maintain standards and set effective personal and business goals.

Develop self confidence for more successful management, leadership based on proven theory.

Effectively lead and performance manage teams.

Agenda

Over the four-days, you'll cover:

Introduction
Walkthrough what the course is about and understand what you will learn

• Explore the concept of Management by Values
  
  • What is it?
    
  • Behaviour vs. Position
• Look at your objectives for the course

Attitudes
Understand how the choices people make will affect the results they get

• Understanding the power of attitudes
• Exploring how attitudes impact behaviour
• How to influence thinking
• Making use of the Sales Success Model
• The power of goals and visualising success

Understand how expectations change behaviour
- How results are driven by expectations
- Communicating expectations

Motivation
Understanding the cycle of motivation

• Raising awareness
• Building urgency
• Searching for a solution
• Making a commitment
• Evaluating the outcome
• Understand what drives people
• Explore the different types of jobs
  • Impoverished jobs
    
  • Enriched jobs
• Maintenance vs. motivation

The Selling Model
Uncovering your customers needs

• Building tension for change
  
  • Creating concern of potential problems without your product
    
  • Showing the opportunities available with your product
• Overcoming different types of resistance
  
  • Demonstrate that the product/service is worthwhile
    
• Show that the price represents value
  
• Make the relationship a positive one

Sales Teams
Using creativity and trust to build your team

• Behaviours of a successful sales team
• Successfully managing a multi-generational sales team
• Bringing together different aspirations and potentials
• The power of continuous learning
• Positive pro-business thinking

Recruitment
Find new team members that fit your requirements and who will work well with your existing team

• Working out what you need in a successful candidate
  
• Tools to evaluate candidates
  
• Where to advertise for potential candidates
  
• Writing a successful recruitment advertisement
  
• Successfully running the interview process
  
• Checking background information

Leadership
Understand the different styles of leadership and how they can be used

• Transactional vs. transformational leadership
  
• Combining different styles to achieve desired outcomes
  
• Factors to consider in deciding on a style
  
• Implementing a style and making things happen
  
• Leadership vs. management

Self Management and Delegation

• Become an effective delegator
  • Deciding which tasks to delegate
    
  • Preparing the task for takeover
    
• Get more out of meetings
  
  • Tips to increase meeting effectiveness
    
  • When you need to meet, and when you don’t

Planning your sales

• Making sales projections
  
• Identifying influences that are beyond our control
  
• Creating a sales forecast
  
• Using tools to develop a sales plan

Developing customer strategies

• Using incentives and rewards
• Setting measurable standards
• Setting behavioural KPIs

Running a performance or evaluation interview

• The value of praise
  
• Dealing with poor performers
  
• Running disciplinary interviews
  
• Career development reviews and appraisals

Training and Coaching
Making sense of adult learning

• Exploring your team’s development needs
• Using objectives to evaluate the impact of training
• Teaching a task
• Structuring your approach to training
• How we learn by experience
• Increasing performance through coaching
• Smart goals and action plans