Course Details
Course Outline
5 days course
Sales Management and the Marketing Mix
- Common Characteristics of the Sales Force.
- The Sales Competency Model.
- The Primary Responsibilities and Roles of the Sales Manager.
- The Sales Management Functions.
- Major Mistakes Sales Managers Make.
Planning, Strategy and Organization
- Structuring and Deploying the Sales Force.
- Establishing Sales Strategies.
- Sales Planning Basics.
- Sales Forecasting Guiding Principles.
- Sales Forecasting Techniques.
- Territory Design, Allocation and Management.
Sales Process Management
- Comprehending the Psychology of the Buyer.
- Characteristics of Successful Sales People.
- Identifying the components of the Sales Process.
- Mastering the Sales Process Milestones.
Sales Management Capstone Competencies
- Recruiting Sales People (Process and Interview).
- Identifying Key Responsibilities.
- Pinpointing Critical Tasks.
- Training Sales People for Results.
- The Field Training Process.
Team Leadership and Motivation
- Team Inventory and Assessment.
- Identifying Team Roles, Strengths and Weaknesses.
- Coaching Sales People for Peak Performance.
- Leadership Principles and Skills.
- Motivation: Guidelines and Roadmaps.
- Incentive Compensation Design.
Sales Performance Management
- The Critical Importance of Setting Standards.
- Types of Standards.
- Sales Force Analytics and Reporting.
- Aligning Metrics with Sales Performance.
- Sales Evaluation Methods.
- Confronting Incompetence.
