Managing Your Sales Team For Improved Results
How to get more out of your most important people using a comprehensive sales management approach. Managing your sales team has become an integral part of the training program for hundreds of organizations across North America. With companies facing increasing competitive pressure, new ways must be found to improve the productivity of selling operations. This course focuses on the survival skills and understanding the new competitive environment demands, and discusses everything a sales manager needs to know to develop elite sales performers.
The Best Part:
You will learn the skill sets and knowledge required to exceed performance expectations as you study the entire spectrum of sales person/sales manager interactions.
About This Seminar
This seminar is targeted at the challenges, concerns and needs of sales managers at all levels of your organization. It is also recommended for business owners and corporate managers who oversee the sales functions. This popular program addresses the key areas of sales
operations that include:
- Motivating the sales force
- Appraisal of sales performance
- Management of selling activities
- Sales team development
What You Will Learn
- Identify your key roles as manager, your team's role and your input into
overall marketing strategy
- What motivates the sales team and how can you focus your sales rep's energy most productively
- How should your sales force be designed and how to recruit the very best talent
- How can you resolve internal sales conflicts and problems quickly and creatively
- Better manage and influence what happens in the field
- Understand the purpose and scope of sales management
- Manage the key facets of your sales operations for better performance
- Deal with common failings of sales representatives
- Decide how many sales representatives you require today and tomorrow
- Define the training needs of your sales representatives
- Diagnose problems and opportunities to improve productivity
- Reduce errors in recruiting new sales reps
Program Content
DAY 1
Defining Sales Managers' Key Roles; Recruiting and Orientation
- The essential elements of the sales manager's job
- Successful sales operations and sales leadership
- Sales team recruitment: the strategic contribution of hiring the best possible candidates
- Conducting effective interviews with prospective sales reps
- Writing a compelling offer letter
- On-boarding and orientation of new representatives to understand their new responsibilities
- Managing yourself: should a sales manager also have account responsibilities?
- How to better control your selling activities
- Forecasting staffing needs: how many sales reps do you need to meet growth objectives?
- How to convince your senior management of your sales rep requirements
- Searching for productivity gains: increasing the yield on your time and your reps'
- Compensation: designing a structure that drives improved performance
DAY 2
Managing Your Sales Operations for Improved Results
- Performance management system: your strongest teaching tool, and the most misused. Set solid objectives, gain alignment, track results and provide feedback
- Motivation: what you can and cannot do to change it, and getting the most from your sales people
- Sales training: establishing a continuous learning culture and equipping your sales team with the right knowledge and behaviours
- Field coaching competencies: the communication skills and strategies
related to coaching varied sales personalities and scenarios
- Reward and recognition programs that produce results by igniting individual sales people and the entire team
- Motivating sales meetings: informing, engaging and equipping the team to produce superior results
DAY 3
Sales Team Development and Marketing Strategy
- Sales slumps: diagnosing their causes and taking action
- How to manage your sales reps who have plateaued
- Dealing with sales reps' problems
- Sales tracking (CRM): measurements and call reports helpful for reps and managers
- Coaching: how to develop a coaching system that increases your rep's productivity – and your own
- Managing diversity: dealing with diverse workforce and other problems your sales reps may face
- Developing your reps' business acumen using territory marketing plans
- Tracking your reps: monitoring sales activities of your team when you can't be with them
- Managing inputs versus outputs: where you can make the most impact on the business
Instructors
 George Anastasopoulos
George Anastasopoulos is founder, president and head coach at Leadership Fundamentals Inc. He is a highly experienced executive, leadership coach, facilitator and instructor who has worked with hundreds of marketing and sales professionals to help them develop both their leadership style and tactical sales skills. In addition to sales organizational planning, his teaching areas include negotiations skills, account management and relationship management and sales distribution.
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