Marketing For Corporate Sales & Sales Team Management

Course Code: PR10

►Course Objective

 

  • To develop the skills necessary to become a top-class winning sales manager
  • To appreciate the importance of consistency when managing a sales team
  • To understand the different ways to motivate your sales team
  • To know how to get the best out of your individual salespeople
  • To be able to create a productive environment for team performance
  • To identify the disciplines needed for salespeople to work effectively
  • To know how to measure the performance of your team, and make the necessary decisions to maintain high performance

 

►Target Audience

 

  • Marketing Managers or Directors
  • Sales Managers or Directors
  • Sales Trainers
  • Salespeople 
  • Brand Managers
  • Public Relations (PR) Professionals
  • Customer Service Professionals

 

►Course Outline

Day 1

  • Managing And Leading Your Team
  • Definition Of Management And Leadership
  • The Role Of The Sales Manager
  • The Skills Needed To Be An Effective Sales Manager
  • The Role And Tasks Of Management
  • Setting Objectives
  • Setting Your Personal SMART(ER) Objectives
  • Leadership
  • Situational Leadership
  • Leadership Style

Day 2

  • Delegation
  • Communicating With Your Team sales meetings
  • Addressing People Issues
  • Analysing Your Sales Team
  • The Skills, Qualities, Behaviours, And Attitudes Of A Successful Salesperson
  • Team’s Strengths And Weaknesses
  • Measuring Performance
  • Setting Sales Targets For Your Salespeople
  • Key Performance Indicators (KPIs)

Day 3

  • Measuring The Performance Of Your Salespeople
  • Setting Sales Plans
  • Forecasting
  • Dangers When Forecasting
  • Factors To Consider When Forecasting
  • Reports
  • Types Of Reports 
  • Motivating Your Sales Team
  • Motivation At Work

Day 4

  • Symptoms Of Good And Bad Motivation
  • Hierarchy Of Needs – Maslow’s Pyramid
  • Herzberg – Hygiene Factors And Motivating Factors
  • Focusing On Productivity
  • Developing A High Productivity Environment
  • Handling Poor Performance
  • Developing Individuals

Day 5

  • Training
  • Feedback – Guidelines For Giving And Receiving Feedback
  • Appraisals
  • How To Sustain High Performance
  • Recognising And Rewarding Your Team
  • Recognising Employees Beyond Their Salary
    Incentive Schemes
  • A Look Forward – Sales Management Checklist


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Date & Location

Date : 04 December 2022

Duration : 5 days

Place : Cairo

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Date : 20 March 2022

Duration : 5 days

Place : Kuala Lumpur

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Date : 18 September 2022

Duration : 5 days

Place : Khobar

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