This course is designed to bolster the leadership skills of Sales Managers. It’s filled with new ideas, processes and techniques to manage a sales team. It focuses on building sales leadership and managerial skills and know-how, because leading a sales team is different. It has been designed by Sales Managers for Sales Managers and delivered by Australia’s leading sales trainers. It gives particular attention to the role of the Sales Manager as a leader in today’s fast paced, competitive environment.
The theme for the program is leadership, proactive sales management and taking control.
World Class Training
For far too long, people have believed that selling is an art. The philosophy has been that ‘good sales people need to be given space to perform’. The ‘art-factor’ surrounds the salesperson’s ability to build rapport and therefore relationships. This art (if it is an art and not a skill that can be learnt) can be improved through training and practice, and even so, is only one factor in a successful salesperson’s repertoire. It is our proposition that to kick-start a sales performance improvement program a different type of management is needed than has been traditionally applied in the sales arena.
On this course sales managers will learn to concentrate on managing their team’s sales activity. It is a proposition that success in sales management occurs through a focus on sales activity in three areas. 1) Establishing the correct level of sales activity, 2) Directing sales activity to the right people, 3) Improving the quality of selling activities.
Sales Leadership and Management Today
Change Management – Lewin’s Model
Planning and Control
Handling Performance Problems
Investing Time in the Team
Coaching in Sales
In this course you will build upon the knowledge and skills learned in Selling Part 1. In particular, you will:
Part 1 must be completed before Part 2