Field Sales Management
Field Sales Management

Succeed through your team
 
*** This is course is residential and the course fee excludes accommodation. ***

Overviews
A Field Sales Manager succeeds through team effort. Learn how to lead and motivate your salespeople to achieve outstanding results and how to make them look forward to field coaching visits. Learn how to train and develop them in front of customers. Whether you are newly appointed or experienced, this very practical programme gives a wealth of ideas for achieving sales targets. Films, case studies, lectures, questionnaires, role-plays and a unique ‘maze’ exercise combine to provide a stimulating and enjoyable three days.

Topics & Outcomes

Skills and qualities
How Sales Managers are judged
Learn/discuss the key skills and qualities of a successful sales manager. Link these to your own Personal Development Diary/Action Plan. Define your key responsibilities.

Sales Management Style types and salesperson performance categories
Understand how you manage your own preferred style and that of others. Learn to be flexible in managing different people. Discuss different views. Understand and utilise various performance categories for each of your people. Develop a personal development plan for each team member.

Elements of leadership

Authority and communication
Learn about leadership and transfer your own self-analysis to your Development Diary. Understand the different authority styles: structural, sapiential, moral and charismatic. Learn how and when to use them. Develop a plan for communicating more effectively.

Motivation
Learn about motivation and motivating. Understand how to motivate your team as individuals and as a group. Understand the concept of priority need(s) and their satisfaction. Discuss and evaluate various motivational devices and transfer ideas directly to your own Action Plan.

Selling skills
Remind yourself of the key skills and stages of the sales process: setting objectives, purpose statements, attention getting, investigation, benefit selling, objection handling and gaining commitment.

Key Performance Indicators (KPIs)
Understand what KPIs are and how they apply in sales management. Work through a practical example of KPIs and transfer ideas direct to your Action Plan. Understand how to set activity as well as result targets.

Field training/coaching
Understand how to go about field training your team. Recognise the differences between field training and joint calling. Learn what to do in the three key areas: pre-call, during the call and post-call. Learn how to coach through questioning skills.

Various practical role-plays
Learn, whilst practising, the various skills of the programme. Self and group evaluation help develop the learning points and generate Action Plans.

Group presentations
Learn how to prepare and present motivational talks. Develop ideas to help your team become more effective presenters.

Effective sales meetings
Learn how to run effective, motivational meetings. Learn what makes a successful meeting. Learn about involving the team. Build an ideas bank with other delegates.

Recruitment, interviewing and selection
Learn about the key areas of successful recruitment. Develop your own job specification and people portfolio. Learn the secrets of successful interviewing. Learn how to fully extend potential recruits during the selection process.

Development Diary
Understand and complete a Development Diary to further your own development, that of your team and your business - a document to help you improve your key Action Plans long after the programme.

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?
Experienced, newly appointed or potential Field Sales Managers, as well as more senior Sales Executives, seeking an in-depth appreciation of field management. Delegates should subsequently attend Field Sales Management Part 2 within four to six months.
 
Course Dates
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The course either has new dates in data loading, or is only run as a dedicated or In Company course.
Tools
 
Key Details
Provided by:
TACK International


 
Duration3 days
 
£1,575
per delegate