Sales Management by Objectives Training Course

A two-day in-company training course2 Days - On Request

This course is one of our standard in-company programmes and can be delivered to your people at a venue and date of your choice. If it is not exactly what you want then we can either create a tailored course based on our extensive library of standard course materials or produce a fully bespoke training course for you.

Course Overview:
This two day course looks at the role of the sales manager and is all about leading your sales team to success through the application of the sound practice of management by objectives. It analyses the various techniques by which the manager of sales people can create and environment for success. Delegates leave with a toolkit of practical ideas to ensure that they are effective in their job role.

Programme Contents

The Role of Sales Management
Specifics of Managing By Objectives
Setting and Agreeing SMART Goals and Objectives
Using Job Descriptions and Key Performance Indicators
Benchmarking
- The Team
- The Individuals
- Knowledge and Skills
Problems of Sales Staff Management
- Managing Different Types of Sales Staff
Your Management Style
- The Impact on Objective Setting
- Joint Problem Solving
The Need for Knowledge
- Selling Processes
- What to Provide and How to Present it
Sales Staff Motivation
- Meeting individual Needs
- Demotivation - recognising the signs
Special Problems of Training and Coaching Sales Staff
- Developing Potential in the Sales Team
Effective Communications for Sales Managers
- Communicating Good and Bad News to Sales Staff
- The Importance of Regular Communication
Monitoring Performance
- Sales Reports and Information Systems
- Results and Time Scales
- Conducting Performance Appraisals