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PRODID:-//McTimothy Associates
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X-WR-CALNAME:McTimothy Associates
X-ORIGINAL-URL:https://www.mctimothyassociates.com/product/managing-sales-team-for-effective-results-3/
X-WR-CALDESC:MANAGING SALES TEAM FOR EFFECTIVE RESULTS
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DTSTART;TZID=Europe/Paris:20191219T100000
DTEND;TZID=Europe/Paris:20191220T160000
SUMMARY:MANAGING SALES TEAM FOR EFFECTIVE RESULTS
DESCRIPTION:COURSE COVERAGE INTRODUCTION Achieving outstanding sales results in an increasingly competitive world is a difficult task. Only by establishing a modern sales force management system and by training sales management personnel effectively, can today’s firm compete in this field. The Certified Sales Manager course provides frontline sales managers with the knowledge, skills, and tools they need to drive bottom line performance. It focuses on improving organization and forecasting skills, as well as other technical competencies aimed at guiding salespeople towards higher performance.  Course Methodology  The course relies on the use of a variety of case studies and exercises to develop a consistent approach to sales team management. Group presentations and self-assessment tools will also be used to create a shared language around key sales management competencies.  Course Objectives  By the end of the course, participants will be able to:  Demonstrate traits of an excellent sales manager facing modern market challenges  Design and deliver sales strategies, organize sales territories, and use different forecasting models to optimize sales results  Employ and train the sales team to generate increased sales and profits  Conduct sales coaching and counseling sessions effectively  Project leadership and team building abilities to improve sales and retain people  Carry out productive sales performance reviews and use a wide array of sales performance evaluation models  Target Audience  The course is designed for sales directors, managers and supervisors who have a desire to increase their team’s overall performance, productivity and profitability. It is also directed towards managers who want to increase the value they deliver to their sales reps and organization. Finally, the course will be a perfect fit for sales professionals new to or considering a move to a management role.  Target Competencies  Sales team management  Sales planning  Territory and key account management  Sales coaching skills  Sales performance evaluation  Sales leadership  Team building and management  Forecasting techniques  Course Outline  Sales Management and the Marketing Mix  Sales management defined  Sales management functions  The position of personal selling in the marketing mix  The sales competency model  Major mistakes sales managers make  Planning, Strategy and Organization   Sales Planning Fundamentals  Swot analysis  Formulating sales strategies  Sales forecasting techniques  Organizing the Sales Force  Structuring and deploying the sales force  Territory design, allocation, and management  The build-up and breakdown (territory design models)  Key account management: Best practices  Account analysis methods  Sales Management Capstone Competencies The recruitment of a sales force  Recruiting and staffing of a sales force  Determining the number of sales people (models)  Training and coaching the sales force  Developing and conducting a sales training program  The field training process  Team Leadership and Motivation  The sales coaching process  Leadership principles and skills  Situational leadership  Motivation guidelines and principles  The motivation mix  Sales Performance Management  The critical importance of setting standards  Types of standards  Qualitative and quantitative measures of performance  Sales evaluation models Duration: 2 days Class Session : 10:00am – 4:00pm each day including Breakfast and Lunch time Customize Your Training This training solution and other training topics from McTimothy Associates are currently available as residential/in-house option. Please Note McTimothy Associates Reserves the right to postpone or cancel a course due to unforeseen circumstances beyond our control. In such cases delegate(s) will be registered for the next run of the Course.
URL:https://www.mctimothyassociates.com/product/managing-sales-team-for-effective-results-3/
LOCATION:Port-Harcourt
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