What you will learn:

• The fundamentals of ‘best practice’ self-management: sensible, practical use of the time available
• How to prioritise sales activity in terms of customer types and locations; sales volume and value; current and future sales operating budgets, forecasts and targets
• How to recognise the difference between effective and ineffective behaviour
• To avoid procrastination and time wasting activity by learning simple control techniques

Who will benefit from this level of training or coaching:
Anyone who finds this subject a challenge – there is always a new trick to learn or an old one to remember!


SALES MANAGEMENT

Topics to be covered:

• Role of the sales force and the sales manager within a ‘marketing’ organisation
• How to plan and organise the sales operation
• How to staff the sales operation: job definitions; person specifications; recruitment and selection process
• Staff Retention: the cost of finding new salespeople vs. retaining and developing existing ones
• Planning regular and relevant sales training and skills development
• Improving field sales performance – direct and indirect methods
• Sales team motivation and incentives
• Setting standards of performance, analysing results and maintaining control
• Improving sales productivity: goal setting; defining nature and structure of activity; managing major accounts; re-assessing key issues in a changing marketplace

Who will benefit from this level of training or coaching:
Anyone wishing to professionally develop their career in sales management and who lacks formal training or needs refreshing:

• This subject matter can be covered at the introduction/awareness level for those new to the role of Sales Manager or those with up to 2 years experience but no formal training: duration 2 days
• For more experienced personnel wishing to address specific areas of concern in more detail and with tangible outcomes: duration 3 days
  

TEAM BUILDING AND DEVELOPMENT

Employing the techniques of PRISM personal performance mapping and STORMER brainstorming you will learn to:

• Understand the true make-up of your team and how people adapt to each other’s behaviour – i.e. team dynamics
• Recognise the ‘gaps’ in teams which cause imbalance, dysfunction and stress
• Understand the value of individuality and how it can be successfully employed within a team environment
• Recognise the triggers that cause inappropriate team behaviours or outcomes
• Manage team meetings and briefings effectively: use them as learning opportunities for all - turn learning into a habit!
• Develop full blown team collaboration through a framework of consultation and tolerance: avoid the danger of believing that passive agreement is genuine consensus
• Openly celebrate and share success: aim for the 2:1 ratio of recognising success vs. recognising failure

Who will benefit from this level of training or coaching:

• Those taking on a team leadership role for the first time
• Those with less than proven management experience, seeking to fine tune their skills or add structure and predictability to an existing process
• Those who are charged with the task of re-organising teams, re-deploying staff or implementing change management programmes
• Anyone who recognises that their team can further maximise their potential!