Sales Force Management

Course Overview

For new Sales Managers, making the transition from selling to sales management is never easy. Even with seasoned Sales Managers, a strong foundation in skills is required to effectively manage a sales team due to constant changes in the business environment.

 This 2-day course will equip Sales Managers with the knowledge and competencies to manage a sales force at the highest level. It will enable them to lead each salesperson within the team to excel in the marketplace and accelerate sales performances.

 In an era of hyper competition, every Sales Manager needs to adapt quickly and lead the team to beat competitors who operate on different rules. Lack of in-depth knowledge and competencies to manage the sales force in today's complex environment can lead to team performance which is far from maximum potential.

Course Objectives

  • Understand key principles in managing a sales team in today's business context
  • Analyze the current issues and apply the best practices in sales force management
  • Gain key competencies in leading sales team to effectively manage key customer portfolios and seek new opportunities

Course Contents

  • Modern Sales Force Management
    • Challenges of today's marketplace
    • Role of the Sales Manager
  • Fundamentals of Sales Planning
    • Framework of sales planning
    • Planning sales growth and profitability
  • Manage Sales Process
    • Design sales process
    • Manage sales territories effectively
  • Coaching for Improved Sales Performance
    • Sales Manager as a coach and leader
    • Coaching techniques to enhance sales performance
  • Sales Performance Management
    • Setting quotas, incentives and rewards for the sales team
    • Measuring sales force effectiveness and efficiency

Course Methodology

The training is going to be highly interactive combination of lectures, group discussions, questionnaires, individual reflections, role plays, simulations and videos.

Target Audience

All middle and senior managers who are required to achieve results through a sales team
Managers who are required to perform the sales management function within their organization
Executives who are about to assume sales management responsibilities

Duration

02 Days (08:30–14:30) with appropriate breaks for tea/refreshments and lunch.

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