Managing Sales Effort

Booking this course
If you would like to talk to us about running Management Sales Effort course, please contact us:
Tel: + 44 (0)1789 734343 or email us at admin@proskill.co.uk  

Employing good salespeople is only the start. We must be able to get them off to a flying start. Conducting good sales reviews is a key characteristic of a good sales manager.

Overview
There are numerous examples of sales teams where a change in sales manager changes the results of the team. The salespeople have not changed – just the manager. Most sales managers work hard and want to succeed. That is not enough. They also need skills and policies to ensure success.

Forecasting is a key element for any sales organisation. The responsibility for accurate forecasting starts with the sales manager and the salesperson. As competition increases and the number of complex sales increases, forecasting and sales reviews become a key element in the success of the organisation.

This practical and intensive course provides managers with the key skills and processes they need

Who Should Attend
All new and experienced sales managers.

Duration
2 Days

Managing Sales Effort – Course Objectives

Participants will learn:

• the key aspects of the ‘Close Management Process’ and how/when to use it
• how to conduct effective performance analysis to ensure fast and effective management actions
• the key factors in motivating salespeople and build a personal action plan
• key models of leadership and discuss how to apply them to their roles
• the key factors in conducting effective reviews
• how to use fast assessment to ensure accurate forecasting and focus on key actions
• how to use opportunity management tools and use key review questions
• to make accompanied meetings a valuable and positive opportunity for them and their salespeople

 

Managing Sales Effort – Course Outline

The New Salesperson
Conducting the initial meeting
Setting initial objectives and sales activities
Common errors

The Close Management Process
The use of reports
The use of statistics/ratios
The use of review meetings
Levels and types of regular contact
Common errors

Performance Analysis
Understanding belief systems
Understanding the effect of objectives
Understanding the effect of ‘opportunities’
Understanding the effect of ‘knowledge’
Understanding the personal characteristics
Understanding the effect of ‘support’
Understanding the effect of motivation

Motivating Salespeople
Common errors and pitfalls
Maslow and the salesperson
Intrinsic vs Extrinsic Motivation
Hertzberg’s lessons

Leading A Sales Team
Pitfalls and how to avoid them
Perspectives on leadership
Information flow
Theory X and Y
Leadership-By-Example
Continuum of Leadership Styles

Key Opportunity Reviews
Common errors
Key factors
The manager’s role

20:20 Foresight Opportunity Assessment
The Probability Factors – how to use and review
The Desirability Factors – how to use and review

Opportunity Structure
Flags and their use
Decision structures
Roles
Power
Personal benefits
Decision Types
Opportunity planning
Key review questions

Accompanied Sales Activities
Common errors and pitfalls
The briefing elements
Roles
De-Briefing – as a learning and motivation opportunity

For more information please contact us on + 44 (0)1789 734343