Training in Management Of Sales Staff from Activia

Sales Management: Managing Results

A 1-Day Training Course

Course Content

Course Aims

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.

Who Should Attend

Anyone involved with the management and/or supervision of sales staff, or those who are intending to move into the role.

Learning Objectives

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

  • Understand the causes of teams failing and how to plan for your team being successful
  • Develop accurate sales forecasts
  • Write a clear business strategy for your team and understand who you need to do business with
  • Efficiently manage sales territories and conduct regular reviews of those territories
  • Plan for the future by identifying individuals worthy of progression and giving them the skills required
  • Manage the performance of your sales team and communicate standards clearly
  • Manage the performance of under performers and handle difficult situations

Course Outline
This course is a 1-day training course structured into 8 modules.
Module 1
Avoiding Failure
Topics covered
  • Causes of Team Failing
  • Module 2
    Forecasting Sales Revenue
    Topics covered
  • Understanding Sales Forecasts
  • Developing Forecasts
  • Module 3
    Business Strategy
    Topics covered
  • Who should you do business with?
  • Group Exercise
  • Where Should We be Spending Our Time?
  • The Sales Pyramid
  • Module 4
    Managing Sales Territories
    Topics covered
  • Choosing the Best Territory Strategy
  • Conducting Sales Territory Reviews
  • Module 5
    Succession Planning
    Topics covered
  • The Importance of Succession Planning
  • Multi-Skilling Your Team
  • Mentoring
  • Module 6
    Performance Management
    Topics covered
  • Sales Performance
  • Performance Evaluations
  • Module 7
    Managing Poor Performers
    Topics covered
  • Skill and Will
  • Improving Sales Performance
  • Addressing Substandard Sales Performance
  • Following up on Substandard Performance
  • Module 8
    Your Personal Action Plan

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