A successful sales manager's job is to provide clear direction and support to his/her team enabling them to excel and develop to reach their full potential. Sales managers often rise to this position from a successful career in sales. But the skills required of a successful sales manager are quite different than the skills of a sales person which is one of the key points that this program will be focusing on.
This two day program will enable delegates to have a clear understanding of the successful sales manager's responsibilities and how to become more effective in their roles in this challenging competitive business environment of today. Over the period of the course delegates will explore key leadership skills as well as the essential sales managerial skills needed for them to effectively forecast and implement effective sales plans, motivate, monitor and evaluate the performance of their people and provide the required direction and support ensuring measurable sales results from their sales teams.
This course also includes several bonus forms that were designed to help you prepare your sales forecast and complete sales plan. (Forecast data form, Sales plan support form)
By the end of this training course participants will be able to:
Understand the roles and responsibilities of a sales manager
Learn skills to achieve better results through their teams using sales plans and targeting techniques
Clearly understand how to prepare a sales forecast and a sales plan for their sales operation
Properly observe, evaluate and give feedback to team members and set performance development objectives using assessment tools supplied and provided within the training program
Explore ways to motivate their sales teams and create a more motivating environment.
Run more effective sales meetings and morning huddles to inspire and motivate and provide clear direction to their sales team members.
Outline of topics
A sales management primer
What is your job?
Sales Manager Versus Salesman.
The perfect sales person- Activity.
Module 1 : A Strategic look at sales management:
Sales management - is it strategic or tactical?
What are my CSF's? - Critical success factors.
SWOT and PESTLE analysis.
Module 2 : Sales Forecasting:
What is forecasting and how it can help sales performance?
Identify different forecasting methods.
Follow a simple 4 step process to create a sales forecast.
Avoid common forecasting pitfalls.
Module 3 : Sales Planning:
Setting up your sales strategy.
Put together the main components of your sales plan.
Specify sales tactics to achieve strategy
Sales planning best practice examples.
Practical skill practice activity - Create a sales plan for your sales operation
Module 4 : Sales performance management:
Setting sales objectives.
The 3 step sales performance control plan.
Guidelines for proper sales performance evaluation.
Handling the underperforming sales team member.
Module 5 : Motivating your sales team:
What motivates us?
Knowing your team inside out.
Creating a motivating environment for your team.
Understand the factors that combine and drive personal motivation.
Module 6 : Running effective sales meetings:
Effective versus badly run sales meetings
Planning your sales meeting sequence.
Successful sales meeting checklist.
Team huddle versus team meeting.
Competitive review game - An Exciting review challenge (Power Point Game) to end your training on a high note!
Training Material Samples
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Trainer Guide Samples
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What do I get exactly?
You receive a zipped file instantly upon purchase that includes the following in MS office format
Trainer Guide (93 Pages).
Student workbook (112 Pages).
Slide deck (83 slides).
Sales plan support form, Forecast data form, Sales team member gap analsysis form.
Bonus activities ( 22 activities ).
Training support documents ( Training evaluation forms, 5 certificate templates, program outline).
The Fully Customizable Training package includes
Fully Scripted Training Guide
Participient Reference Workbook
Powerpoint Slide Presentation
Buy now and get the following
Sales Territory Planning
& Routing form
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22 games and activities you can use to enrich your trainings.
Useful training forms (Evaluation forms, certificates).
All you need to run a great training program.
A fun, engaging Power Point review game to easily review key questions and concepts, improve retention through a competitive challenge designed to be the grand finale of your training program.
Competitive review game
A Power Point Review game to excite your participants about your training material where they compete to win by answering questions about the training program in a series of fun rounds.
The competitive Power Point game is fully customizable, just change the questions/answers, images, backgrounds...etc. Save as a new file & create 100's of other review games for any training materials or program to always end your training program on a high note.
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I purchased your Train the Trainer program earlier this year and really love it. So does my client! Thanks so much for that opportunity!SANDRA ALLGEIER
Allgeier HR Consulting, Lake Placid, FLorida, USA
As a leader, developing and supporting your team is of course your top priority – so discover the trainer in you and take charge of your team’s professional development and advancement with our affordable courseware packages and training course materials.
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Our comprehensive range of courseware packages and training modules incorporate a range of niche-specific subject areas targeted towards clients in the retail sector, including topics such as retail selling skills and retail sales forecasting and planning . We also offer a range of call center-specific training courses like controlling calls, handling angry callers and telephone debt collection.
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