Field Sales Management 2
Further your skills to maintain peak performance
*** This is course is residential and the course fee excludes accommodation. ***
Overview
This course builds on the knowledge and skills obtained in the Field Sales Management course. Essentially, Field Sales Managers must generate revenue and profit through their sales forces, with the targets often pre-determined by company policies. Therefore, the objectives Field Sales Managers set to achieve these tasks should be derived from, and compatible with, their company’s objectives, such as return on capital employed (ROCE), cash flow, market position and growth.
Through a combination of input sessions, group and individual work, discussions and role-plays, delegates will understand the total role of Field Sales Management. This includes using their judgement and experience to forecast future sales and plan operations while liaising with, and relying on, many other departments within the organisation.
Topics & Outcomes
Business development strategy
Learn to plan your strategy to exploit your ‘Total Market Opportunity’. Learn how to maintain a balance between working existing accounts and generating new business. Network with other delegates to generate ideas.
Forecasting
Learn why forecasting is so essential for business success. Learn how to help your people generate an objective forecast of business potential. Understand how the forecast can become an indicator for training and development of the individual.
Business planning project
Work on your own business development plan to increase profitable sales including business analysis, planned development, total market opportunity, marketing activities, forecasting, sales force activities, pipeline management, ring fencing clients and your resource hit list.
Performance improvement planning
Develop a performance improvement plan for each salesperson including: analysis of performance and motivation, training needs, skills and knowledge.
Finance
Learn the language of finance: fixed and working capital, profit and profitability objectives, ROI and margins. Learn about discounting and volume of business and how they are interrelated. Create a set of reporting statistics for you to implement to help you manage more effectively.
Recruitment and selection
Possibly the most important decision a Field Sales Manager will make is who will join the team. On Part 1 we looked at the actual recruitment interview, on this program we review the use of personality profiling in assessing candidates.
Effective team building
Team spirit and camaraderie are essential ingredients of high performing teams during this session we review how to achieve this.
Change management
In today’s highly turbulent business environment the only guarantee is ‘change’; here we look at managing others through change and the key drivers of change.
Time management, planning and prioritisation
Sales Managers often cite time as their scarcest resource. Mastering time and prioritisation is a key skill required to ensure that we have sufficient time for critical activities such as coaching and motivation; here we review how to be more proactive with our time.
Managing your image
Many senior managers now recognise that Emotional Intelligence, EQ, is more critical than IQ in building a successful career by achieving organisational objectives, motivating others and winning the respect of colleagues. We take our delegates through this increasingly important issue.
Counselling for improved performance, principles and practice
Learn through practice/observation the key skills of counselling to counteract performance problems. Learn how to conduct the interview and manage the communication for improved results.
Action planning
Develop a short-, medium- and long-term Action Plan to improve the individuals and business under your management. Prioritise the ideas and actions.
Programme high spots
- Assess the current performance of each member of your team -using a powerful analytical tool for immediate results
- Participative projects and case studies -bring the theory alive in a fun and challenging way
- Organise and conduct your field visits and field training effectively -get the most from this invaluable time with members of your team
Who will benefit?
This course is designed for all Field Sales Managers who have attended the FSM course, or where authorising executives feel that Field Sales Managers have both the experience and the ability needed to drive the business by being more result orientated.