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EXAMPLE ONLY TO ILLUSTRATE TYPICAL CONTENT

ALL OF OUR PROGRAMMES ARE DESIGNED AGAINST A SPECIFIC CLIENT BRIEF

Skills Development - Example programme outlines: Effective Sales Management

The role of a manager in any function is to deliver results through people. In any organisation the sales function has a high profile - they are the revenue generators! Sales people are tuned into goals and targets. It is probably the most easily measured role in any business. The sales managers' effectiveness in leading and managing the sales team will be a key factor in their performance and consequently the company's performance.

 

 Example Contents...

  • The leader / manager role. What is sales management? What is sales leadership?
  • Managing the strategy, structure, skills and systems
  • Influencing and communication styles for sales leaders
  • Managing performance – agreeing targets, setting measures
  • Understanding the motivators of the people in the sales team
  • Reviewing and developing sales performance
  • Opportunity management
  • Developing the team, managing field-based sales people
  • Field accompaniment - the opportunities for coaching and development
  • Making sales meetings effective
  • Competitor / market analysis