Management Training....
Managing a sales force
needs more than selling skills.
Successful sales representatives are often promoted to the
position of sales manager. However, the skills of selling
are very different to the skills involved in recruiting, training,
developing and motivating a sales team. These are new skills
which don’t just arrive! They need to be learned.
Academi will offer support and training for sales managers
who are new to a sales management role, and will develop the
skills of more experienced sales managers.
All courses are delivered by professionally qualified sales
managers who have had extensive experience in sales management.
Management Development
Modules can be mixed and matched in any way desired, to
build courses in topics such as:
Leading and developing a sales team
An introduction to sales management for new managers.
Effective recruitment and selection
Setting up a new sales team
Improving the performance of an existing sales team
Advanced leadership and motivation
Training Modules
· Leadership
skills
· Skills for new
sales managers
· Developing coaching
skills
· Business communication-
both written and electronic.
· Delegating effectively
· Gaining room for
growth- developing subordinates
· Motivation
· Planning, implementation
and control from a sales manager's perspective.
· Setting up a new
sales operation
· Recruitingand
selecting the right people
· Induction and
training of new employees.
· Performance management
· Conducting an
appraisal
· Planning and
conducting effective meetings and conferences
· Presenting to
the larger audience
· Team building
· Time management
· Legal and ethical
issues
· Marketing from
a sales perspective
· Leadership
skills
Identifying and improving own leadership style. Effective
leadership characteristics- qualities, skills, abilities.
The leader as a coach, enthusiast, facilitator, cheerleader,
servant.
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· Skills
for new sales managers
Making the transition from staff member to manager. How to
manage inherited team members and gain their respect. Conducting
a field accompaniment- the process before, during, after.
Running a sales meeting, recruiting, training, motivating,
developing- see other modules for mixing and matching as required.
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· Developing
coaching skills
Exploring the role of manager as coach. Identifying the essential
skills and techniques of effective coaching. Examining approaches
for delivering coaching.
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· Business
communication- both written and electronic.
A business can only be successful if it stays close to the
customer and keeps up to date with the current needs.
Upward communication- from the customer to the board.
Sales people are the “eyes and the ears” of a
company with their daily customer contact. This module suggests
ways in which sales managers can ensure effective lines of
communication from the sales force, upwards throughout an
organisation, through report writing, customer feedback, sales
activity reports, statistical reports, and linking with marketing
information systems and CRM systems.
Downward communication- from the board to the customer.
Sales representatives, working in distant territories, can
often be quite segregated from the rest of the company employees.
They can often miss out on important marketing communications
which, in turn, can cause customer confusion. This module
looks at ways in which a sales managers can ensure through
regular communications- newsletters, reports, answers to questions,
etc. that the sales team is an integrated part of the company.
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· Delegating
effectively
“It’s easier to do it myself”.
How many times have we said this?
Managers need to delegate. Good time management means delegating
those tasks which can be managed by others. Delegation gives
others the opportunity to develop as they learn how to do
new things.
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This module looks at:
Preparing - what can be delegated?
Briefing - what? by when?
Monitoring - checkpoints for quality, discussion,
questions.
Evaluation/Review - giving praise, recognition.
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· Gaining room
for growth- developing subordinates
It is important in any business, to develop and retain good
people- rather than allow them to become frustrated and leave
the company in order to work for the opposition! This module
looks at ways of developing promising people, preparing them
for more challenging roles within the company.
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· Motivation
How do we motivate staff for effective performance?
This module looks at:
Understanding motivation - the real motivators achievement,
recognition, advancement, interest, responsibility
Creating motivation -understanding your staff and
what motivates each of them.
Providing opportunities for challenge, analysing strengths
and weaknesses, giving recognition and reward where due, developing
a team environment, delegating, involving staff in decision
making/targeting /budgeting, encouraging innovation, sharing
information, having a positive attitude.
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· Planning,
implementation and control from a sales manager's perspective.
Forecasting
Handling a sales budget
-staff remuneration, bonuses, expenses, equipment, stationary
etc.
Designing and managing statistical analysis systems
-sales achieved per call/day/week, average mileage per call,
average appointments per day/week/month, product/brand discussed
on each call
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· Setting up
a new sales operation
territory planning, management structures, communication,
remuneration
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· Recruiting
and selecting the right people
This module deals with ensuring that a successful and well
structured recruitment process can be installed.
Covers areas such as defining the job/profiling the person
Advertising- attracting the right people
Using job/person specifications for pre-selection/screening
Selection techniques
Interviewing- who does what and when.
- Correct procedures
- The importance of preparation and structure
- Consistency of approach
- Second interview
- Interviewing skills- probing, funnel, consistency of approach
Handling the recruitment and selection of internal candidates
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· Induction
and training of new employees.
This module give guidance on setting up systems for ensuring
that new sales employees get a consistent and effective training
package from day one in their new company. This will ensure
that not only will the new person benefit from professional
training, but so will the organisation, in terms of time and
money- no more reinventing the wheel each time someone new
is trained.
This module will cover the preparation of training materials
and a training agenda specific to each company.
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· Performance
management
This module has been designed for:
Enabling leaders to adapt their style in managing others
so as to invest their time where it is needed most.
Helping employees to develop and achieve their maximum
potential.
Challenging poor performance- the disciplinary process.
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· Conducting
an appraisal
Most organisations have an appraisal system. Performance appraisal
is a key management tool. Yet it is poorly understood and
seldom carried out effectively. This module ensures that delegates
are provided with the practical skills and understanding to
ensure that the appraisal is conducted in a supportive and
constructive way and that it contributes significantly to
the achievement of the business goals.
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· Planning
and conducting effective meetings and conferences
This module covers areas such as:
setting objectives and an agenda for a sales meeting/conference
preparation for the meeting/conference
finding suitable venues, budgeting
chairing a meeting/conference
ensuring the smooth running of a meeting/conference.
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· Presenting
to the larger audience
Sales managers will often be required to speak in front of
bigger audiences- either presenting to large numbers of potential
customers or speaking at sales conferences. This very practical
module covers the skills of presenting in this type of situation.
It will cover presentation objectives, content, preparation,
voice, body language, the use of visual aids including the
use of power point and microphones. There will be plenty of
opportunity to practice, in a supportive and relaxed environment.
Use of video to analyse performance.
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· Team building
What makes a team effective - leadership, motivation,
participation and involvement, openness, mix of skills/ability/
knowledge, commitment, critical appraisal.
The four main stages of group development - forming,
storming, norming and performing.
Developing a functional team - Understanding the
different but constructive role each member plays.- Belbin
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· Time management
This module looks at ways of ensuring that sales managers
have the time to concentrate on the main objectives of their
job – finding innovative ways of meeting the sales targets
for the organisation- without getting bogged down by all the
peripherals .- admin, e mail, telephoning, travelling etc.
Delegates will:
- Look at the different types of activities which take
up each individual’s working time and through discussion
and analysis, share and plan some “time saving techniques”
- Set individual goals and draw up an action plan for achieving
these goals.
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· Legal and
ethical issues
Sales managers need to ensure that their sales forces give
the company a professional image by adhering to the code of
ethics and by understanding the law as it applies to selling.
Managers also need to understand employment law, and health
and safety issues.
This module will give an update on the latest - consumer law,
contract law, employment law etc.
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· Marketing
from a sales perspective
Sales Managers play an important role in helping to develop
the marketing strategy for their organisation.
This module give them an awareness and knowledge of:
- The sales force’s role in developing marketing
strategy.
- How to identifying opportunities, including marketing
segmentation, marketing research,
- The marketing mix
- Promotional strategies and the promotional mix
- Competitive Strategy
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