Sales Leadership and Management Training

Training Sales Leadership and Management

COURSE DESCRIPTION

Key outcomes from the course

By the end of this training course, your delegates will:

    • Be empowered with the tools they require to lead market-leading sales teams
    • Gain exposure to a variety of leadership styles and techniques
    • Drive and motivate their teams to produce greater revenue and maximise performance
    • Set definitive standards and key performance indicators to ensure consistent results
    • Understand the techniques required to manage under performance
    • Implement strategic and long-term approaches to the continued development of their teams

PARTICIPANT

The Sales Leadership and Management training course is ideal for those higher up on the sales ladder. This includes those new to sales management, those promoted as best sellers who don’t necessarily have experience in a leadership role, or existing sales managers simply seeking to improve their capacity to coach and mentor. This sales management training course seeks to empower sales people at the top of their game, in order to motivate and drive world class sales teams.

COURSE OUTLINE

  • Sales Management Styles
  • The role and objectives of the Sales Manager
  • The different Sales Management Styles and their advantages and disadvantages
  • How to adapt your natural style when necessary
  • Sales leadership
  • The elements of sales leadership
  • Personal authority and influence
  • Communication in leadership
  • Sales team motivation
  • What motivates people
  • The role of money as a motivator
  • Different motivational techniques
  • Key Performance Indicators
  • What are KPI’s?
  • How to identify the most important ones
  • The best way to use them
  • Selling skills
  • The PRO-PAYBACKsales process
  • How to assess salespeople’s skills
  • How to target improvement
  • Coaching
  • The coaching process
  • Field accompaniment
  • Principles of giving feedback
  • Sales meetings
  • The different objectives and how to combine them
  • How to plan a strong agenda
  • How to run a good meeting
  • Sales recruitment
  • The correct selection process
  • How to create a good person specification
  • How to plan and run selection interviews

TRAINING METHOD

  • Group Discussions
  • Group & Individual Exercises
  • Presentations
  • Games
  • Case Studies
  • Role Plays
  • Self-Assessment
  • Action Plan

 

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Catatan :

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