Training in Management Of Sales Staff from Activia

Sales Management: Staff Development

A 1-Day Training Course

Course Content

Course Aims

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.

Who Should Attend

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.

Learning Objectives

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

  • Describe what a successful sales team looks like and the characteristics of an effective sales manager
  • Efficiently recruit high performing sales professionals into their teams
  • Set clear, achievable expectations for their direct reports to inspire their team to succeed
  • Build trust and strong relationships with their colleagues
  • Coach and mentor their staff to develop a winning team
  • Understand the process of skilfully motivating and leading a team of energetic individuals
  • Run stimulating sales meetings that produce tangible results and push staff to want to do well 

Course Outline
This course is a 1-day training course structured into 8 modules.
Module 1
Managing Sales Teams
Topics covered
  • What do Successful Sales Teams Look Like?
  • Your Team
  • Effective Sales Managers
  • Module 2
    Recruiting Sales Professionals
    Topics covered
  • The Job Expectations
  • The Selection Process
  • The Induction Process
  • Module 3
    Setting Clear Expectations
    Topics covered
  • Leading by Example
  • Setting Short Term and Long Term Goals
  • Module 4
    Building Relationships
    Topics covered
  • Building Trust in Your Leadership
  • How to Get People on Your Side
  • Effective Leaders
  • Module 5
    Coaching Sales People
    Topics covered
  • Coaching vs Training
  • The Coaching Process
  • Inspect What You Expect
  • Module 6
    Motivating Sales Teams
    Topics covered
  • The Importance of Challenges
  • Herzbergs' Theory of Motivation
  • What Can You Do To Motivate Your Team?
  • Module 7
    Running Sales Meetings
    Topics covered
  • Steps to Prepare for a Sales Meeting
  • Guidelines for an Effective Sales Meeting
  • Actions to Clarify Goals in Meetings
  • Module 8
    Your Personal Action Plan

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