Workshop: Sales Management
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Sales Management Workshop (2-day Workshop)
This workshop covers all the main aspects of Sales Management from setting the overall direction of the sales organisation, through managing sales performance, to motivating & developing the sales team. This workshop is for newly appointed sales managers, or for experienced managers looking to improve their skills.
| Element | Content | Importance |
| VISION & STRATEGY |
Direction Leadership Sales Strategy |
Sales Managers set the overall direction and values that influence all sales activities. Additionally, management must develop the key elements of sales strategy: The value proposition, customer strategy and sales process, which translate overall direction into action. |
| PEOPLE & PERFORMANCE |
Roles Teams Competences |
Having a sound direction & strategy is a good starting point for creating sales performance, but it is ultimately people working on their own or in groups that get things done who must understand what is required of the & how their performance will be evaluated. |
| MOTIVATION & DEVELOPMENT |
Team Building Feedback Coaching |
Motivation has a huge impact on sales performance, but each team member will respond differently to different motivators. Additionally, each sales team member needs performance feedback and development through appraisal, coaching and training. |
| LEADING CHANGE |
Priorities Quick-Wins Roll-out |
Introducing change in sales organisations needs to be undertaken with skill & sensitivity. There are a number of lessons from consultancy that can be identified & translated to all situations where change to either strategy, structure or behaviour is required. |