Great sales people don’t necessarily make great sales managers. To be effective at sales management not only needs different skills but a different ‘mindset’ This highly interactive – without any embarrassing role play – workshop looks at sales management from the viewpoint of both the individual sales person and the Corporate
Sales manager

Developing a customer focussed sales strategy is the basis of a quality approach to sales management. It is also the basis from which effective sales managers will develop the sales objectives for each member of their sales team.

This one day course, developed in conjunction with Barnsley & Rotherham / Sheffield Chambers of Commerce, is aimed at those sales people who have recently been thrust into sales management or existing sales managers who are keen to ensure their sales team are outperforming the competition.  

Participating in this workshop will help you establish an effective customer focussed sales strategy for your Organisation by concentrating on five key areas:  

•        The corporate sales strategy  

•        The role of the sales manager  

•        The development of the sales person  

•        The market – place. Trading conditions / Opportunities and trends  

•        The Competition – their strategy  

Aim: To develop a customer focussed sales strategy

 
Objectives:  

•        To establish a sales plan  

•        To recognise the role of a sales manager  

•        To identify the skills needed of a sales manager  

•        To create classic team roles within a sales team 

 
Course content: 

The sales strategy: 

•        Identifying customer needs. Researching existing key accounts and new target markets in relation to the current and future resources available. To develop a sales strategy based on identified customer wants / needs and production capabilities  

•        Establishing sales objectives in line with Corporate common goals  

•        Formalising the sales plan (field sales and telephone sales)  

•        To develop sales management by Objectives

The role of the sales manager  

•        Identifying the skills needed to manage a team  

•        Recognising the different types of sales person and separating the hunters from the farmers  

•        Motivating a sales person / sales team for peak performance  

•        Leading a team – ensuring success through effective coaching  

•        How to give constructive feedback  

•        Managing performance – recognising that everyone is different  

•        Establishing Key Performance Indictors (KPI)  

•        The value of ‘ghosting’ a sales person  

•        Techniques to ensure that everyone feels ‘part of the show’ – leading to the sum of the parts being greater than the whole  

•        Bringing it all together - considering the impact of an agreed sales strategy on other parts of the business – marketing / finance /
production / distribution and evaluating available resources

The development of the individual

* The four key temperaments that determine attitude
* Identifying an individual’s strengths and weaknesses (personal SWOT analysis)  

* Building sustainable loyalty within a sales team  

* Encouraging underperformers and optimising ‘star’ performers
* Identifying market opportunities – researching the potential market
* Developing feedback mechanisms in respect of market opportunities / trends
* Analysing the different types of buyers and how to influence them – including the economic buyers, the user buyer, and the technical buyer.