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Achieving outstanding sales results in an increasingly competitive world is a difficult task. Only by establishing a modern sales force management system and by training sales management personnel effectively, can today’s firm compete. The Certified Sales Manager course provides frontline sales managers with the knowledge, skills, and tools they need to drive bottom line performance. It focuses on improving organization and forecasting skills, as well as other technical competencies aimed at guiding salespeople towards higher performance.
The course relies on the use of a variety of case studies and exercises to develop a consistent approach to sales team management. Group presentations and self assessment tools will also be used to create a shared language around key sales management competencies.
By the end of the course, participants will be able to:
Demonstrate traits of an excellent sales manager facing modern market challenges
Design and deliver sales strategies, organize sales territories, and use different forecasting models to optimize sales results
Appraise and train the sales team to generate increased sales and profits
Conduct effective sales coaching and counseling sessions
Use their leadership and team building abilities to improve sales and retain people
Carry out productive sales performance reviews and use a wide array of sales performance evaluation models
The course is designed for sales managers and directors who have a desire to increase their team’s overall performance, productivity and profitability. It is also directed towards managers who want to increase the value they deliver to their sales reps and organization. Finally, the course will be a perfect fit for sales professionals new to, or considering a move to, a managerial role.
Sales team management
Sales planning
Territory and key account management
Sales coaching skills
Sales performance evaluation
Sales leadership
Team building and management
Forecasting techniques
Course Outline
Sales management and the marketing mix
Sales management defined
Sales management functions
The position of personal selling in the marketing mix
The sales competency model
Major mistakes sales managers make
Planning, strategy and organization
Sales planning fundamentals
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'SWOT' analysis
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Formulating sales strategies
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Sales forecasting techniques
Organizing the sales force
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Structuring and deploying the sales force
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Territory design, allocation, and management
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The build-up and breakdown (territory design models)
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Key account management: best practices
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Account analysis methods
Understanding the psychology of the buyer
Characteristics of successful sales people
Identifying the components of the sales process
Selling 'ASAP'
A framework for change in the sales force
The customer driven sales force
Sales management capstone competencies
The recruitment of a sales force
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Recruiting and staffing of a sales force
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Determining the number of sales people (models)
Training and coaching the sales force
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Developing and conducting a sales training program
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The field training process
Team leadership and motivation
The team development cycle
Identifying team roles, strengths and weaknesses
Coaching sales people for peak performance
The sales coaching process
Leadership principles and skills
Situational leadership
Motivation guidelines and principles
The motivation mix
Sales performance management
The critical importance of setting standards
Types of standards
Characteristics of an effective appraisal system
Criteria for results based evaluations
Qualitative and quantitative measures of performance
Sales evaluation models
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