Workshop: High Performance Sales Management

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This 2-day workshop is for Sales Managers who want to lead their sales organisation to outstanding sales performance
through the use of all key management tools, techniques and skills.

Element	Content	Detail
VISION	Overall Goals Leadership	Sales leadership is required to provide people with a sense of purpose and direction. It is also necessary to promote the key values and culture by which the sales organisation will operate in pursuit of its vision & overall objectives
STRATEGY	Sales Strategy Competitive Positioning	Sales strategy & competitive positioning outline how overall goals are to be achieved and includes customer value propositions, customer strategy and the sales process by which the sales organisation will position itself in the competitive marketplace
PEOPLE	Roles & Teams Skills & Behaviours	People must know how they fit in and the skills & behaviours they will need to develop to be successful. They also need to understand their role in the sales team and how this is required to contribute to overall sales success.
PERFORMANCE	Performance Management Motivation	Objectives and targets are set to measure sales performance, but people must also be inspired to give of their best. The tools & techniques of motivation are necessary to create the environment for a high-performing sales organisation.
DEVELOPMENT	Team Building Coaching	Each member of the sales team needs feedback on their performance and also needs development through appraisal, coaching and training. The importance of teamwork on overall sales performance must also be recognised.

This workshop will be led by Rennie Gould who has a Cranfield MBA, and who has worked with some of the
most important marketing companies in the world including Nokia, Ford, Axa, BT & Mercedes-Benz.
He has also been a visiting lecturer at Bristol & Cardiff Business Schools