Course Description:

INTRODUCTION

This fast-paced and comprehensive SalesManagement Best Practices training course is designed to give salesmanagers the critical skills they require to recruit, train and motivate ahighly-productive sales team. This training course focuses on sales managementbest practices to increase revenue growth through higher sales effectivenessand market penetration. Sales managers will learn how to create a positiveenvironment by implementing recognition and incentive training course to buildteamwork and promote healthy-competition.

Topics covered in this Sales Management BestPractices training course range from motivation to goal setting, torecruiting and retention strategies, to presentation skills and handlingobjections. Attending this Sales Management training course is a smartbusiness decision that will pay big dividends in terms of improved team morale,greater sales effectiveness and increased customer satisfaction. Delegates willwalk away from this 5-day training course with a specific action plan and thetools they need to lead a world-class sales team!

This training course will highlight:

• Best practices for recruiting and interviewing top salespeople
• Goal setting, sales planning and new business development
• Sales leadership and team motivation
• Training, mentoring and coaching skills
• Negotiation strategies and handling sales objections

OBJECTIVES

At theend of this training course, you will learn to:

• Design a “customer-focused” sales presentation
• Apply best practices for conducting individual and team performance reviews
• Implement a strategy to optimize key accounts and market penetration   
• Develop the skills to better motivate and lead sales team members
• Conduct productive sales training and administrative meetings

TRAINING METHODOLOGY

This Sales Management Best Practices training courseencourages delegate participation through a combination of lectures, groupdiscussion, practical exercises, case studies, video clips, and breakoutsessions designed to reinforce new skills. 

ORGANISATIONAL IMPACT

This Sales Management Best Practices training coursewill give your sales managers the leadership skills and best practices theyrequire to increase sales effectiveness and profitability.

Benefits to the organization include:

• Streamlined process for recruiting, interviewing and training salespeople
• Enhanced professionalism image in the marketplace
• Increased revenue growth through higher sales effectiveness
• Higher level of team morale and reduced employee turnover
• Improved customer satisfaction and retention
• Expanded market penetration through greater sales territory management

PERSONAL IMPACT

This training course gives participants the salesmanagement best practices to lead a highly-successful sales team.

By the end of this Sales Management Best Practicesfor Building a World-Class Sales Team training course, participants will:

• Be able to use listening and questioning skills to improve communication effectiveness
• Have the persuasion skills to negotiate win-win outcomes
• Know how to train, coach and mentor salespeople to increase sales   
• Understand the strengths and weaknesses of their leadership style
• Have the tools to recruit and retain successful salespeople
• Be able to use recognition and reward programmes to build teamwork

WHO SHOULD ATTEND?

This trainingcourse is suitable to a wide range of professionals but will greatly benefit:

• Sales and Marketing Managers and Supervisors
• Sales and Marketing Directors
• Sales Trainers
• Salespeople Transitioning into Sales Management

 Course Outline

DAY 1

Leadership and Communication Skills Development

• 7 Leadership Traits of Highly-successful Sales Managers
• Identifying and Overcoming Communication Barriers in the Workplace
• Enhanced Listening and Questioning skills to Improve Communication
• Techniques for Providing Constructive Feedback
• Interpreting Key Body Language Gestures   
• Assessing Your Leadership Style’s Strengths and Weaknesses

DAY 2

Improving Sales Team Effectiveness

• Understanding Consumer Behavior: 5 Reasons Customers Don’t Buy
• Dr. Cialdini’s Principles of Persuasion
• Designing a Powerful “customer-focused” Sales Presentation
• Techniques for Maintaining Your Customer’s Interest and Involvement
• Step-by-Step Process for Effectively Handling Customer Objections
• Territory and Key Account Management to Maximize Market Penetration
• New Business Development Planning

DAY 3

Principles for Recruiting and Retaining aHigh-Caliber Sales Team

• Characteristics of Successful Salespeople
• Recruiting Top-producing Sales Professionals
• The Importance of Pre-interview Preparation and Planning
• Best Practices for the Interviewing and Hiring Process
• Is your sales team ready for takeoff? 
• Applying Team Building Principles

DAY 4

Best Practices to Reward and Motivate Your SalesTeam 

• The Impact of a Positive Mental Attitude
• Factors that Motivate and Demotivate People
• Sales Contest Ideas to Increase Sales and Promote Teamwork
• How to Turnaround Under-performing Salespeople
• Keys in Conducting Effective Sales Meetings   
• Designing Award and Recognition Programmes  

DAY 5

Essential Coaching and Mentoring Skills

• Goals Setting Principles for Continuous Improvement
• Handling the Negative Impact of Rejection and Setbacks
• Mentoring and Coaching Salespeople to Achieve Peak-performance 
• Change Management Best Practices
• How to Manage Your Time to Increase Daily Productivity
• What is your Action Plan?