MANAGING SALES TEAM FOR EFFECTIVE RESULTS

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 a sales force
• Determining the number of salespeople (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