• Create a job description defining the role and behaviors necessary to function as a sales executive and leader
• Gain tools to create and lead an effective and efficient sales team
• Receive audit materials to pinpoint the performance gaps in the sales team
• Acquire coaching and training materials to enable the development of the skill set in sales leaders
• Receive the Sales Managers' Idea-a-Day book by John Monoky and Tony Alessandra

Who Should Attend Effective Sales Management

Whether you are a newly appointed sales manager or an experienced sales manager who would like to step back and benchmark your behaviors, the Effective Sales Management program provides valuable sales management insights. The program content is applicable to industrial and consumer markets, tangible products or services, and private or public sector firms.

The Effective Sales Management program addresses the changing business environment and the key role that sales management plays in creating a market-driven organization. Developing a team-oriented organizational structure designed to deliver value to customers is the primary focus. Participants will learn how to identify and replicate specific activities that produce long-term results, identify and overcome barriers to results-oriented sales management, develop and sustain salespeople's motivation, improve the performance of salespeople, and measure sales effectiveness against meaningful benchmarks for better-informed decision-making.

Participants appreciate the chance to share ideas with peers--both in and out of the classroom. The Effective Sales Management Training Program offers excellent opportunities for making contact with a sales executive from a variety of organizations and geographical areas.

Planning the Sales Program

• The market plan
  - Focus
  - Priorities
  - Programs
  
• The account portfolio
• Drivers of sales success

The Role of the Sales Manager

• Job descriptions, functions, and competencies
• Transition from selling to sales management

Organizing the Sales Team

• Roles of the seller
• Organization and deployment of selling resources
• Measuring the effectiveness and efficiency of the sales team
• Sizing of the sales force
• Territory and account management

Results-Oriented Sales Management

• Priority activities and time utilization
• Setting objectives and goals
• Assessing leadership style

Recruiting and Selecting Sellers

• The hiring/training tradeoff

Training Issues

• Role of the sales manager
• Sources of training
• Program content
• Sales process models

NEW! Coaching Skills

• How, why and what makes a successful coach
• Advocating that coaching leads to action
• Using an individual's personal learning style for effective coaching/teaching
• Unleashing your people's "awesome self"
• How focusing on talent, strengths, and what's valued leads to new thinking, new approaches and exceptional results

Diagnosing and Improving Sales Performance

• Identifying performers and non-performers
• Sources of information
• Factors impacting the numbers
• Coaching
• Performance appraisals
• Motivation models

Building a "Can-Do" Sales Culture

The program fee includes tuition, instructional materials, hotel accommodations, continental breakfast, lunch and coffee breaks each day, and selected dinners. Fee is payable in advance in US dollars and is subject to change. See our Cancellation, Transfer and Substitution Policy