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About Sales Management training
Sales management is more than simply providing support for your sales team. It's a complex area, which includes the training and management of all staff, setting goals and key performance indicators (KPIs) to make monitoring simple and quantifiable. In tandem with tracking sales and profitability, performance can be continually assessed and ways of improvement devised.
Sales targets are best achieved through a team that is motivated and led with a mixture of undertsanding and discipline. Although every sales team has its high achievers, the real driving force needs to be the manager or team leader, and it is essential for that person to have proper training in the disciplines involved.
With Activia, you can check your skill level (see the button on the right) which ensures you book on the correct course. This facility is also invaluable when putting together training programmes or bespoke courses for numbers of delegates.
We can also tailor your Sales Management training to your needs (click the button on the right) or to your company project requirements, taking you from first principles to whatever level you want to achieve.
Why is Sales Management Important?
Good sales management -- and a good sales manager -- is a vital part of building business success. A company lives and dies by its sales performance, so if the team is managed properly and professionally, your sales operation will drive your business forward, increase your profits, and provide further opportunities for the future.
When recruiting new staff, a manager needs to know what personality types and skills to look for, because a 'good fit' is as important as ability and experience.
By setting achievable goals, defining clear responsibilities, motivating their team with different incentives and tracking their progress, sales managers are therefore key to a company's growth and development. They are mentors to their staff, advising them on how to accomplish their goals and stick to their schedule, and make sure they perform to the best of their ability.
How Do Activia's Courses Help You?
The aim of our courses is to teach you the fundamentals of sales team management and how to build unity and trust within your team. You'll learn all you need for successful sales management, from selecting and training sales professionals to setting performance standards and conducting performance evaluations. You'll master the art of successfully motivating sales team members, learn how to keep your top performers, and how to identify and improve poor performance.
The training will help you to understand the need for discipline, learn how to set standards of behaviour and enforce rules effectively. It will also give you practical tips on how to improve your team's performance with accurate forecasts, productive meetings and objective feedback.
Our interactive class format gives you an opportunity to ask questions and discuss any problems or difficulties you are having, and our course activities will guide you through the most important areas of sales management so that you can return to your job with a clear idea of how you are going to maximise the potential of your team in a productive and sustainable way.
Related CoursesYou will find related training courses in our Sales & Business Development section.
Making the Transition
• How will my Role Change? • What differences will there be?
Case Study: Responsibilities of a Sales Manager
• How Things Get Misinterpreted • Ensuring Understanding • Getting Commitment
• Importance of Targets • SMARTER Targets • Key Performance Indicators (KPIs)
• Managing your Priorities • Planning your Workload • Planning Contact with your Direct Reports
• Rules and the Need for Discipline • The Dangers of not Enforcing Discipline • Performance Management
Giving Effective Feedback
• The EEC Technique • Tips for Giving Feedback
Coaching and Mentoring
• The Six Step Coaching Process • Coaching Exercise
A Personal Action Plan
• Causes of Team Failing
Forecasting Sales Revenue
• Understanding Sales Forecasts • Developing Forecasts
• Who should you do business with? • Group Exercise • Where Should We be Spending Our Time? • The Sales Pyramid
Managing Sales Territories
• Choosing the Best Territory Strategy • Conducting Sales Territory Reviews
• The Importance of Succession Planning • Multi-Skilling Your Team • Mentoring
• Sales Performance • Performance Evaluations
Managing Poor Performers
• Skill and Will • Improving Sales Performance • Addressing Substandard Sales Performance • Following up on Substandard Performance
A Personal Action Plan
Managing Sales Teams
• What do Successful Sales Teams Look Like? • Your Team • Effective Sales Managers
Recruiting Sales Professionals
• The Job Expectations • The Selection Process • The Induction Process
Setting Clear Expectations
• Leading by Example • Setting Short Term and Long Term Goals
• Building Trust in Your Leadership • How to Get People on Your Side • Effective Leaders
Coaching Sales People
• Coaching vs Training • The Coaching Process • Inspect What You Expect
Motivating Sales Teams
• The Importance of Challenges • Herzbergs’ Theory of Motivation • What Can You Do To Motivate Your Team?
Running Sales Meetings
• Steps to Prepare for a Sales Meeting • Guidelines for an Effective Sales Meeting • Actions to Clarify Goals in Meetings
A Personal Action Plan
Prices for Sales Management training
Please note : all prices exclude VAT.
Scheduled public classes[The simplest and most cost-effective option for 1, 2 or 3 delegates]
If you book in advance, Early Bird prices start at just £259
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To view scheduled dates, click the "Dates" button on the right
Training at your offices[A convenient and very cost-effective option for groups of delegates]
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Scheduled dates for our public classes
Prices vary, and in general, the earlier you book, the lower the price.
If you see classes at higher prices set to run over the next few days, these are empty classes and if you book, you may be the only delegate attending.
NOTE : prices are per delegate and exclude VAT.
Click on the links in the right panel for outlines and more information on any course.
Need another date or location ? Click to schedule your own class from £399.
Course Summaries for Sales Management Training Courses
Sales Management Introduction
This intensive one-day training course teaches the fundamentals of sales team management. Delegates will learn how to be successful sales managers, select sales professionals, build unity and trust in a sales team, interview successfully, train sales professionals, set performance standards, and conduct performance evaluations. Course activities also cover choosing a territory strategy, conducting territory reviews, developing and using sales forecasts, conducting sales meetings, and setting goals in meetings. Delegates will also learn how to motivate sales team members, implement compensation practices to keep top performers, identify and improve substandard performance.
Delegates who attend should be: New, existing or potential sales managers who want to acquire or refresh sales management skills in a structured manner in the shortest possible time.
Sales Management: Managing Results
Sales are a crucial function for any organisation and the lifeblood of any sales department are the sales staff themselves. Effectively motivating, coaching and leading a successful sales team is an exhilarating role with many rewards. It also has a plethora of pitfalls and unique challenges found in no other role. Even the most experienced managers can falter at the unique hazards of running a sales team. This one-day training course has been designed to give delegates the appropriate tools to efficiently manage a prosperous team of sales professionals.
Delegates who attend should be: Anyone involved with the management and/or supervision of sales staff, or those who are intending to move into the role.
Sales Management: Staff Development
Just a small improvement in the effectiveness of sales staff can have a significant effect on the sales, margins and overall profitability of any business. It is the primary responsibility of the sales manager or supervisor to make this happen, and this intensive one-day course is intended to help managers to improve the performance of their teams.
Delegates who attend should be: Anyone who is involved with managing sales people who wants to acquire knowledge in a structured manner that will assist the development of staff and teams in the shortest possible time.
Quality Assured Training
We can provide training in Sales Management at any of our sixteen centres UK wide, or we can come to your offices if you have groups of staff, this is a particularly convenient, flexible and cost effective option.
We have been training since 1995 and have continually developed our philosophy of high quality, flexible and cost effective provision of training in Sales Management. This means you can be confident that we have the expertise, and the experience, to give all you need with course for Sales Management.
Call us now on 0845 230 6150 or request a free callback.