PCWorkshops

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Sales Management Introduction

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Course Aims

This intensive one-day training course teaches the fundamentals of sales team management. Delegates will learn how to be successful sales managers, select sales professionals, build unity and trust in a sales team, interview successfully, train sales professionals, set performance standards, and conduct performance evaluations. Course activities also cover choosing a territory strategy, conducting territory reviews, developing and using sales forecasts, conducting sales meetings, and setting goals in meetings. Delegates will also learn how to motivate sales team members, implement compensation practices to keep top performers, identify and improve substandard performance.
 

Who Should Attend

New, existing or potential sales managers who want to acquire or refresh sales management skills in a structured manner in the shortest possible time.
 

Course Outline

Effective Sales Teams

  • Managing sales
  • Selecting sales professionals
  • Building relationships
  • Building trust in sales teams

Effective Sales Performance

  • Training sales professionals
  • Sales performance
  • Sales meetings

Managing Sales Territories

  • A territory strategy
  • Conducting territory reviews

Forecasting Sales Revenue

  • Understanding sales forecasts
  • Developing forecasts

Motivating Sales Teams

  • Motivating sales professionals
  • Measuring motivation levels
  • Improving sales performance

A Personal Action Plan
 

Training Location

The Royal Commonwealth Club, 25 Northumberland Avenue, Embankment, London WC2N 5AP

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