Sales Leadership and Management

• Managers
• Supervisors
• Team Leaders
• Small to Medium Business Owners who manage their own sales team
• Anyone new to the position and experienced professionals with or without previous formal management training who are looking to refresh their skills & gain additional knowledge

• A deeper understanding of the skills required to be a motivational Sales leader
• Structure, process, models and checklists to use to manage your team for sales success
• Identify where you can add the most value and prioritise your time
• Manage and support your team so they are committed, successful and motivated 
• Skills and techniques to effectively coach, develop, inspire and motivate a sales team 

In summary this comprehensive course covers four key areas:

1) Role & responsibilities of a Sales Leader or Sales Manager

2) Motivating your sales team and enhancing performance

3) Forecasting, setting targets and KPI's 

4) HR related tasks and how to develop your sales team's skills to improve their sales success

Course content includes:

• How to manage, motivate and communicate with the 4 types of sales people to gain maximum performance
• Learn how emotional intelligence can enhance sales performance
• Understand how to identify what motivates your team members to develop and implement incentives
• Increasing self confidence in your sales people to overcome challenges
• Selling your objectives and mission to the team to inspire and motivate them
• Responsibilities of a Sales Manager
• What makes a great sales manager
• Creating a success driven culture to drive high performance
• How to successfully plan and conduct Performance Management and appraisal sessions to motivate and ensure positive change occurs
• Learn ways to conduct successful 1-2-1 sessions
• How to deploy 360 feedback, benefits and considerations before implementing 
• Coaching techniques to enhance the personal development of your team
• How to conduct field accompaniment and add value to meetings and aid the development of the sales person and telephone call assessment if you manage a telesales team
• Questions to ask to qualify opportunities and facilitate improved forecasting from your team
• Forecasting model to assess stage in the sales process (can be applied in a CRM system) & setting KPI's
• Conducting team meetings which excite and develop action
• How to delegate well to others and team members.