Profitable Sales Management
Direct a winning team
*** This is course is residential and the course fee excludes accommodation. ***
Overview
With strategic sales management responsibilities you face many challenges in your role. You must be a strong leader, sensitive motivator, effective planner, efficient organiser, super salesperson, accurate forecaster, numerate budgeter, inspired speaker - in short, a jack of all trades and master of all!
This demanding course will help you improve in each of these areas. It is an extremely practical and participative programme covering areas as diverse as the coaching of your managers and teams, individual sales person skills and motivation analysis, looking at your optimum route to market with your channels, through to managing organisational change and remote management.
The programme involves group projects, individual questionnaires, a syndicate-based case study running throughout the programme, a computer-based budget simulation project, as well as open discussion sessions and workshops.
You will leave the programme with a wealth of ideas and practical tools to take back to your company to improve your people and process.
Topics & Outcomes
The roles, activities and measurements of the Sales Manager
Discuss the key roles and activities necessary for successful sales management. How are you measured by the people above, below and around you? Link these factors to your own Personal Development Diary/Action Plan.
Define your key responsibilities.
Analysis of Salesperson Performance utilising our 20 Question analysis tool. Categorise salesperson performance and the management responses necessary for individual development of the team
Understand and categorise the various performance levels of your team(s). Learn to be flexible in managing different people. Discuss different views. Develop a personal development plan for each team member.
Measuring the sales team activity (KPIs)
Using a case study set of activity figures for a sales team you decide what actions need to be taken to improve performance and results. Transfer ideas from the session to your own business activity monitoring along with additions to your personal development plans for each of your team
Motivation
Learn about motivation and motivating. Understand how to motivate your team as individuals and as a group. Understand the concept of priority needs and their satisfaction. Discuss and evaluate various motivational devices and transfer ideas directly to your own Action Plan.
Organisational change and communication
Via our case study analyse the organisational structure and operations and make the decisions. Learn how to communicate the changes and see the process through.
Strategic business development and planning
Analyse your current customer base against the Customer Portfolio Matrix and evaluate your ‘route to market’ against your current channels to review and optimise the options available to you.
Learn to plan your strategy in relation to business development and your ‘total market opportunity’. Take a series of questions back to relate directly to your business; transfer ideas directly to your Action Plan.
Financial principles, pricing and the computer based budget model
Learn about pricing, discounting and the volume of business and how they are interrelated. Work with our budget model in a competitive environment. This interactive competitive computer based simulation enables Sales Managers to learn the principles of budgeting and corporate finance.
They also learn how the strategic sales decisions they make impact on the overall corporate budget and how they affect the cash flow, profit and ROI of the company.
Remote management
Through the business case study running through the programme learn about the issues around remote management and ideas to help run a sales team remotely
Recruitment, interviewing and selection
Design a recruitment process that works for our business case study and transfer ideas and best practice to your organisation
Field coaching and development
Understand the key principles of field coaching and take back with you checklists for you and your managers along with TACK’s ‘PRO-PAYBACK®’ coaching tools to deliver consistency and objectivity to your coaching.
Performance and problem counselling
Learn how to ‘troubleshoot’ problems and concerns with your managers and team by developing your skills in performance counselling via real life scenarios and role-plays.
Action Plans
Draw up a prioritised plan of actions for the future to improve your people, your business and develop yourself.
Programme high spots
- The Business Project - this enjoyable and challenging exercise combines competition, fun and the practical application of financial and marketing principles learnt during the programme
- The TACK Leadership Profile - during this enlightening exercise you’ll find out how you are perceived by others and how you can change that perception if you want to
Who will benefit?
Experienced, newly appointed or potential sales managers. Also any other executive requiring a broad application of sales management.