Effective Sales Management

This course will add real value to your organisation by helping you to help your sales force maximise their selling potential and to perform at higher levels.

How You Will Benefit 

• Help you to understand what makes a top salesperson and how to motivate him or her.
• Empower you with proven techniques to help deal with performance issues and negativity within your team.
• Enable you to gain an understanding of how individuals function and how best to manage various types of people within your team.
• Develop your performance management skills.
• Raise your consciousness towards influences that can negatively impact on your sales staff.

Who Should Attend

Robenny - School Of Business designed this course for high performing senior sales managers and sales managers who want to increase their skills and ability to build and train a sales team. Also covered in the programme is management of the day to day performance of the sales team and ideas for innovatively motivating and leading your sales team for superior results.

What Will You Cover

1. Giving your Sales Team What they Need to Really Perform

• Discover your staffs' individual needs and supply each of them with the resources to meet those needs.
• Find out how to identify each person's strengths and weaknesses.
• Look at current levels of competence and how to provide the right training to up skill your staff.
• Make sure that you maximise your training dollar.

2. How to Keep Your Top Performing Staff
Put systems in place to keep your team loyal and satisfied in order to ensure you retain your top performers.

3. Put in Place the Best Incentive Programme for Your Organisation
Learn how to implement incentive and commission structures that will motivate your people to perform at higher levels.

4. Become a Better Manager of Your Sales Force on a Day to Day Basis
Sales people in your organisation rely on you as their manager to motivate and lead them.

• Working out vital success factors and identifying where improvements can be made goes a long way to improve performance and profitability.
• Increase your skills in managing your team on a consistent basis.

5. Learn How to Recognise and Press Your Sales Peoples' 'Hot' Buttons

• Find out how to push your salespeoples' buttons in order to motivate them.
• Discover how each person is different and the different buttons that need to be pushed for each individual.
• Work out your team members and how you will push their particular buttons, to maximise their potential and increase performance.

6. How to Deal With 'Well Poisoners'
An unhappy member can cause havoc in your team. Such a member can create misunderstandings and negative influences, which will drag down the whole team.

• Learn strategies to be proactive and sort out this type of situation before it starts to impact on your team's performance.

7. When You Need to be The Mentor/Coach
Your role is not just to motivate and provide resources to increase sales. Top teams need more than that. Some members of your team will require your counsel from time to time.

• Learn how to help troubled sales people without getting dragged into their problems

8. The Objective is Always to Improve the Average Performance
How to ensure that you meet your team sales goals along with the need to meet various other administrative requirements. Make sure that you are not neglecting the business facts and figures of your role while also ensuring your team is performing.

9. When the Going Gets Tough, How to Deal with the Bad Days
We all have good and bad days and your organisation is no different. When business gets tough, it is the sales force which is affected first.

• Learn how to keep your team's morale up and motivated, during the ups and downs of your organisation's business life.

10. Understand and Apply the Six Basic Steps to Developing a Top Performing Team
If your sales team is not up to scratch, even the best sales manager will find it hard to get results. It is vital to have the right people in your team. However, they need the appropriate resources to achieve their full potential.

• Learn the six basic steps which will give you the recipe for developing a happy, high performing team.