Target Audience

A three-day programme for those responsible for achieving sales results from a field based team of representatives or national account managers.

Purpose

This pragmatic programme explores sound people management skills when applied to the unique sales team environment.

Programme Content

• Welcome, Introductions, Objectives, Agenda and Ground Rules
• Context - The Sales environment, the unique nature of a sales team
• Understanding myself, - Management and Leadership, my preferred style
• What does a Sales Leader do?
• What does a Sales Manager do?
• Communication
• Measuring sales success
• Team leadership - Team roles, remote working, team meetings, discussion leading
• Accompaniment
• Motivation
• Creative problem solving and decision making(?)
• Managing change
• Sales Management Interviews - Recruitment and Selection (including equal opps). Appraisals, Counselling, Discipline & Grievance and Exit
• Training and Development
• Coaching
• Learning styles - Training cycle, Delegation
• Next steps - Presentation of people management solutions - incorporating techniques from the course
• Evening Self Study Sessions
• Post-course Action Plan
• Post-course Tutor Assessment and Academy Report

Methodology

A classic collection of delegate discussion, trainer input, questionnaires, case studies and role-play scenarios. Additionally delegates work on a practical work based issue.

Outcomes

This programme will equip delegates with specific techniques for raising their personal people management 'bar'.

Venue

The Mill House Hotel, Kingham, Oxfordshire

2007 Dates

21-23 February | 20-22 June | 1-3 October