A sales manager's role has more to do with the ability to lead, mentor, and motivate a sales team to achieve or exceed an organisation's sales goals. This programme concentrates on these skills and behaviours enhancing their existing skills to new levels through the sales management process.
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Description
A sales manager's role has more to do with the ability to lead, mentor, and motivate a sales team to achieve or exceed an organisation's sales goals. This programme concentrates on these skills and behaviours enhancing their existing skills to new levels through the sales management process.
Aim: To provide insight and develop the sales management skills of the participants through discussion, exercises and practice drawing out individual experiences to support the managers development
Duration: The programme is made up of 4 x 3-hour virtual modules or 2 days in person.
Modules/Lessons
Programme content
Module 1
Know Yourself and Your Team
‘To understand others, you must first understand yourself’.
- Personal questionnaire which highlights their behaviour traits
- What the results mean
- How their behaviours impact results and business relationships
- How you use these when working with your people
Module 2
Understanding individual and team motivation
- Complete a Motivation Exercise and then look at
- How the Sales Management Process can act as a motivation tool
Effective Team Meetings
- Do and Don'ts of effective Team Meetings
- Interest, Commitment, Enthusiasm - ICE in Team Meetings
- Providing focus and gaining commitment
- A great Agenda
Module 3
Positive Performance Management
- Refresh on the role of a Sales manager
- Meeting the Account Manager, why, how often, where, what discussed
- Account Manager ownership and responsibility
- How to identify performance gaps and skills gaps
- How to identify team and individual issues and providing the focus needed to overcome these
- How to gain commitment and following through in business reviews meetings
- How to motivate the individuals in Business Review Meeting
- Having difficult conversations and deal with difficult situations
Module 4
Performance Coaching
- Links to the previous session
- Coaching Styles
- Provides the coaching tool for use in Performance Coaching discussions
- Consultative Questioning to ensure Account Manager ownership
- Live demonstration
- Practice the skills