Sales Management Skills

Overview

Learn how to become an effective sales manager who can get the best out of their staff by managing performance and coaching.

Discover the fundamentals of sales leadership and how to improve sales performance through your teams.

Programme Outline

This course is made up of 22 sessions in total consisting of 16 presenter-led and 6 animated sessions.

Leading For Success

• Leadership vs Management
• Understanding Managerial Styles
• Using Adair’s Action Centred Leadership Model

Effective Sales Coaching

• Sales Coaching Defined
• Running Effective Sales Coaching Sessions
• Supporting As A Sales Coach
• Using The GROW Coaching Model
• Giving Constructive Feedback

The Principles of Great Feedback

• Performance Management
• Managing Performance
• Tackling Poor Performance
• The Performance Management Chat

Building High Performing Teams

• Understanding The Basic Needs of Your Team
• Developing Your Team
• Dealing With A Team That Is Underachieving
• Taking A Proactive Approach With Teambuilding
• Implementing Team Values, Norms & Behaviours
• How To Create A High-Performance Team Culture
• How To Conduct A Team Self-Evaluation

Supporting Out In The Field

• Field Accompaniments – After The Visit
• Field Accompaniments – Before The Visit
• Field Accompaniments – During The Visit

Objectives

This programme will help you to:

• Run effective sales coaching sessions
• Plan out and lead field accompaniment visits
• Lead and inspire your people
• Understand your own leadership style
• Manage performance more effectively
• Build sales teams that deliver high levels of performance