Activia for Sales Management Introduction
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Sales Management Training Courses From Activia

Sales Management Introduction

A One-Day Training Course

Your training is easier with Activia because we have:
  • Recognised national quality accreditations
  • Training businesses since 1995
  • Friendly, capable, flexible service
  • Dedicated training advisors
  • Unique tools and backup
  • Fiercely competitive prices !
  Introduction to Sales Management Training Courses from Activia
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Course Content

Course Aims

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.

Who Should Attend

New, existing or potential sales managers who want to acquire or refresh sales management skills in a structured manner in the shortest possible time.

Course Outline

Making the Transition
• How will my Role Change?  • What differences will there be? 
Case Study: Responsibilities of a Sales Manager
Providing Instruction
• How Things Get Misinterpreted  • Ensuring Understanding  • Getting Commitment 
Setting Goals
• Importance of Targets  • SMARTER Targets  • Key Performance Indicators (KPIs) 
Time Management
• 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

Learning Objectives

By the end of this workshop, delegates will be able to:

  • Explain the differences between the old role and the new, making the transition to management easier
  • Understand and accept the responsibilities of their role, setting clear expectations of themselves with others
  • Provide clear instruction to others and gain commitment that tasks/targets will be achieved
  • Set clear goals and targets with their teams, providing a framework for their success
  • Manage their workload and set priorities for themselves, managers should manage
  • Comprehend the need for discipline, how to set standards of behaviour and enforce rules
  • Give effective, objective feedback to others, thereby improving their performance
  • Coach and mentoring their staff following a set, proven framework.

More Information

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Contact Us

Activia Training
Head Office:
Regus House, 268 Bath Road
Slough,   SL1 4DX

Sales:       0845 230 6150
Service:    0845 230 6159
Accounts: 0845 230 6157

Sales Management Training Courses from Activia from Activia

We can provide training in Sales Management at any of our sixteen centres UK wide, or we can come to your offices.
We have been training since 1995 with a philosophy of high quality, flexible and cost effective provision, so 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.

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