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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