* All fees are exclusive of vat
** PREMIUM - Customize your learning experience
Course Description
Top salespeople are frequently promoted to management positions without having the leadership and management skills required to be an effective sales manager. This comprehensive training course is designed to give sales managers the fundamental skills they require to recruit, train and motivate a highly-productive sales team. It sets a standard for sales managers because it focuses on sales management best practices to increase revenue growth through higher sales effectiveness.
Topics covered in the training course range from motivation techniques, to goal setting and face-to-face communication skills. Whether you’re a seasoned sales manager looking to sharpen your skills, or a newly promoted sales manager looking to lead a sales force for the first time, this 5-day training course is designed for you. Participants will walk away from this training with a specific action plan and the tools they need to lead a successful sales team.
What Do Participants Learn?
By the end of this training seminar, participants will be able to:
- Utilize active listening and questioning skills to improve communication effectiveness
- Negotiate win-win outcomes
- Train, coach and mentor salespeople to increase sales
- Understand the strengths and weaknesses of their management style
- Effectively recruit and retain successful salespeople
- Utilize recognition and reward programs to build teamwork
Who Should Attend?
Sales and Marketing Managers
Sales and Marketing Directors
Sales Trainers
Salespeople transitioning into sales management
What Will the Learning Experience Include?
Phase: 1
Introduce
- Comprehensive pre-program activities include:
- Web-based information forms & surveys completed by attendee.
- Direct consultation with the attendee about the expectations.
- During the training, participants engage in data, activities, and conversations that lead to insight and knowledge.
- Participants learn from expert trainers who have both academic and business experiences.
- Highly applicable training content & instructive activities for adding depth to training topics.
- **A half-day site visit for integrating the experience & plan next steps. Opportunities to provide connections, ideas & support.
Phase: 2
Explore & Practice
Phase: 3
Apply
- Apply & sustain the learning experience by using this ongoing support:
- To ensure participant has new skills or behavior progress.
- Optional, fee-based mentoring & coaching with the trainer.
- Training materials & additional documents (e-books, pdf files, presentations and articles)
- Evaluate your training experience by giving us feedbacks and help us to reach our organizational goals.
- Participant's Evaluation
- Trainer's Evaluation
Phase: 4
EVALUATE
Section one:
- Communicating an Effective Sales and Marketing Message
- Overcoming common Communication Barriers
- Listen while you Work
- Questioning Skills to uncover Customer Expectations
- Telephone Tips to improve Sales and Marketing Effectiveness
- Understanding Body Language Gestures
- Identifying your Leadership and Communication Style
Section two:
- Creating a Customer-Focused Sales Team
- Reasons Why Customers Don’t Buy
- Delivering on the 7 Customer Expectations
- Sales & Marketing Persuasion and Negotiation Strategies
- Designing a Customer involved Presentation
- How Customer Service can increase Sales
- Dealing with Customer Objections in a Professional Manner
Section three:
- Managing a High-Performing Sales Team
- Tips for Recruiting High-performing Salespeople
- The Interviewing, Qualifying and Hiring Process
- Managing Employee Turnover
- How to Plan and Run Successful Sales Meetings
- New Hire 90-day Training Plan
- Team Building Techniques to Promote Teamwork and Mutual Support
Section four:
- Powerful Strategies for Motivating Salespeople
- Leadership Traits of Successful Sales Managers
- Abraham Maslow’s Hierarch of Needs
- Factors that Motivate and Demotivate Salespeople
- Considerations for Designing a Sales Contest
- Coaching and Mentoring Skills to Improve Productivity
- Planning and Conducting Effective Sales Meetings
Section five:
- Leading the Way to Increased Sales Effectiveness
- Steps for Developing a “positive mental attitude”
- Personal Development to Leadership and Public Speaking Skills
- Know your Numbers: Setting SMART Objectives
- Stress Management Tips to Maintain a Balanced Lifestyle
- Time Management Principles to help you see more Customers
- Action Planning for Continuous Improvement
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