Target Audience

A three-day modular 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 opportunities). Appraisals, counselling, discipline & grievance and exit
• Training and development
• Coaching
• Learning styles – training cycle and delegation
• Next steps – Presentation of people management solutions – incorporating techniques from the course
• elf Study Sessions
• Post-course Action Plan

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’.