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Managing a Sales Team

This is a 2 day course

1. See bottom of page for scheduled course dates.

2. If you have 4 or more delegates we can schedule a course for you, or run it in-house. Please contact us online, or call us at our Associated Training offices on 0115 9849940 for more details.

Who will benefit: This course is designed for individuals who are, or will be responsible for, managing a sales team, either office or field based. This course examines the role of the Sales Manager and the actions required to build, develop and control a motivated and target-achieving sales team.

Objectives: By the end of the course participants will be able to:

  • Understand the role and responsibilities of the Sales Manager
  • Define and set objectives to generate sales activity
  • Plan and deliver effective sales meetings
  • Understand the main principles of motivation and how to apply them
  • Identify any potential skills gaps within the team and take the necessary corrective action
  • Understand the dynamics involved in building a successful team

Module One – The role and responsibilities of a Sales Manager

  • The qualities and skills of a Sales Manager
  • Recognising your management style and how it impacts on others
  • Your role – manager or leader?
  • The Functional Leadership model

Module Two - Defining and setting objectives

  • Key performance indicators
  • Measuring performance
  • Planning the workload
  • The art of delegation

Module Three – An introduction to training and coaching

  • Defining a skills gap – both team and individual
  • Deciding on the priorities
  • Training
  • Sources of training
  • Types of training
  • Coaching
  • When and how to do it
  • Your part during the call
  • Build on their strengths
  • How to give feedback without de-motivating
  • Debriefing and follow up

Module Four – Motivating and Team Building

  • The principles of motivation
  • The three key steps to motivation
  • Money as a motivator
  • What makes a team?

Module Five – Sales initiatives and incentive schemes

  • Relevance
  • What is the purpose?
  • Themes
  • Timing
  • The golden rules

Module Six – Effective sales meetings

  • The importance of the sales meeting
  • When, where and what about?
  • Preparation for the meeting
  • Running the meeting

Scheduled Courses:

This course is not currently scheduled. Please contact us online, or call us at our Associated Training offices on 0115 9849940 for more details.

For further details about how we can help your business with its sales training needs, contact one of our specialist sales training advisers at our Associated Training offices on:
Telephone: 0115 984 9940
Fax: 0115 921 5352
Online Contact Form

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