• Eroding market share due to compe-tition from “non-traditional” retail and services institutions, such as on-line E-retailers...
• The emergence of powerful new competitors from consolidations within industry... 
• Increasing pressure to “do more with less” through cost-cutting and streamlining expenses...

A hands-on training program for Team Leaders and Managers who manage salespeople. The program focuses on giving you the skills and processes to lead, motivate and coach sales teams to reinforce effective sales behaviors in order to maximize the effectiveness of their time with the customer.

Specifically, you will be able to work more effectively with team members to help them:
•   Increase the quality of their account strategies
•   Improve their call plans to help achieve their strategies
•   Apply the skills for making high-quality calls consistently in every customer interaction 
 
 

Program Benefits

As the team leader, you will be able to

• Learn what it takes to be a great sales manager and leader
• Appreciate how to recruit, coach and motivate sales people
• Learn how to develop great teamwork
• Appreciate how to harness the energies, efforts and enthusiasm of the sales team
• Enhance the selling skills of yourself and your team
• Use a detailed structure for motivating and meeting with each of your team, before and after sales calls, to improve their account and call plans
• Observe selling skills in a customer interaction and provide effective feedback to improve sales performance
• Assess the skills of each of your people as a benchmark for developing their skills through coaching
• Assess your own leading/coaching skills and reflect on your coaching routines and practices.

• People who control the selling functions in the company
• Sales managers who wish to update and enhanced their skills and knowledge to be even more successful
• Sales & Marketing executives who must get sales through other people
• People with the potential to be good sales managers.

Team attendance highly recommended
This is to facilitate successful implementation of the theory learned and establish a common framework to practice in real-life environment.

Certificate of Participation will be awarded.
 

YOU WILL RECEIVE POWERFUL RESOURCES

• SALES MANAGEMENT HANDBOOK

The purposes of this resource guide are to:
• Provide managers with copies of all of the tools and job aids that they will need to use on the job.
• Enable managers to plan their coaching activities over the course of the year.
• Help managers identify which coaching practices will best work for them and their team.
• Provide managers with an organized means of tracking their teams’ sales performance improvement.
• Give managers several structured training/coaching activities for sustainment.

• WORK TOOLS AND JOB AIDS

that managers can use, as and when needed, on the job to reinforce the selling and coaching skills they are developing. Managers are able to make copies of the tools and job aids for their own use.
 
• PARTICIPANTS WORKBOOK AND CASE STUDY

which includes all the worksheets and other materials that are used during workshop activities to stimulate a "real world" situation
• HANDOUTS

related to the program and industry issues relevant at the time of this program

Putting new professionalism and performance into the role of a sales manager

• The traditional and new way to work – to win as a sales manager 
• Being brilliant as a sales manager
• The new role and responsibilities of sale managers 
• The major changes in selling which the sales manger needs to manage

• Target sales effort and key account management systems 
• Using effective teamwork and technology
• Ways to finding time to train and develop sales people in key skill areas
• Getting & keeping good sales people
• Effective Selling in the 21st Century

• New way to recruit 
• Getting together a good team
• Accountability and responsibility in recruiting
• Smarter ways to recruit and select – cases of success

• Account Strategy and Call Planning Coaching
• Sales Coaching

• Know and learn the skills you need to coach 
• Gain some level of proficiency to use the skills
• First-hand experience with the simulations your people will go through.