Professional Sales Management

How to improve the performance of each member of your sales team. And how to do it profitably. The course centres on improving sales people by combining performance improvement techniques with the correct leadership style.

This creates the ideal climate for attitude motivation which is fast becoming established as a highly efficient method for improving results in today’s market place.

Participants discover new ways to inspire greater teamwork and co-operation from others. They develop a better understanding of people management. They become more confident in their ability to make decisions and resolve difficulties. They improve their ability to communicate their thoughts and ideas.

The end result is a smoother running more motivated, more productive sales team.

To find more open programmes please visit our sales training page

At the end of the course participants will:

• Have a comprehensive appreciation of modern sales management techniques, skills and styles.
• Be able to increase the performance of each member of their sales force.
• Have an in-depth understanding of both incentive and attitude motivation and how to use them.
• Be able to ensure their sales force is using the most efficient sales improvement systems currently available.

• How to motivate a sales force. How to use attitude and incentive motivation.
• How to recognise and cure the demotivators.
• How to design and implement the right sales improvement system for your company.
• How to apply sales management by objectives.
• How to set targets. A target to beat is better than a target to meet. Pitfalls to avoid.
• How to make the average performer think like a winner. People who feel good about themselves, produce good results.
• How to use the leadership models. How leadership skills and styles affect performance. The value of lead by example, judge by results.
• How to structure and run a sales meeting. Developing your speaking skills.
• How to recruit good sales people. The laws of recruitment.
• How to interview including a simple 3 step formula to select those who can and will sell.
• How to conduct performance appraisals.
• How to coach, praise and provide constructive criticism.
• The importance of attitude development. How to develop drive, confidence and enthusiasm in your team. How to overcome discouragement.
• How to design competitions. The role of recognition - ‘it’s the publicity not the prize.’
• How to delegate.