* All fees are exclusive of vat
** PREMIUM - Customize your learning experience
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
Salespeople transitioning into sales management
What Will the Learning Experience Include?
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.
Explore & Practice
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.
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
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
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
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
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