Managing Sales People

The skills needed for great Sales Management are very different from the skills needed to be a great sales person. There are a unique set of skills needed to be a good sales manager that are not taught on traditional management courses, and this course aims to bridge that gap.

Course objectives/key benefits:

This course is designed to give concrete tools and guidance on the practice of being a manager of sales people, from inspiring your team to give their best performance to business management tools that will allow you to control your team’s performance.

On completion the delegates will leave with some really practical ideas to take back to their organisation.

Who the course is aimed at:

This is a course for managers who have the responsibility of managing sales people, either as core role or alongside other duties.

Course content:

• The qualities and challenges of a good sales manager
• The role of sales within an organisation
• Setting your management standards
• Designing your evaluation metrics
• Motivation, feedback and team development
• Using coaching skills
• Lead generation and management
• Forecasting
• Tracking your business
• Your competitive set and business evaluation
• Your role within sales meetings
• Developing & communicating a sales strategy and meaningful objectives
• Designing successful commission structures
• Developing your network – selling at different client levels
• Working internally – business alignment

Course tutor:

Rachel Williamson

Training method:

This is an interactive workshop where everyone will be encouraged to share their experiences. It involves direct teaching, demonstration of tools and ideas. Includes inpidual, partner and group work.

Course outcome/qualification:

PTC Certificate of Attendance

Pre-requisite knowledge/qualification:

None

Recommended follow up courses:

How to Train and Coach People