Managing for Sales Performance
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Discover new tools for turning the art of sales management into a reliable science. Help your people motivate themselves. Become a better coach. Learn to adapt your management style for difficult personalities. Get more accurate forecasts. Manage sales campaign risks. Deal effectively with stress. Make meetings more productive. Above all, achieve your sales goals with more ease and certainty.

Who Should Attend
This course vastly expands the tools, methods and practices that Sales Directors and Managers can bring to bear on the challenge of achieving and exceeding sales targets. If you lead a field sales team and are responsible for ensuring they meet revenue or profit objectives, you should consider attending.

Course Contents

Top People under a Magnifying Glass - Examine the habits and practices of top sales people who consistently achieve or over achieve their sales targets. Compare top sales behaviour to top sales management practices and identify how your behaviour and activities compare.

Sales Person Motivation - From the results of extensive research, learn how managers can effect individual motivation. Discover the different effects of external and internal motivators. Explore eight aspects of intrinsic motivation and learn how to recognise their effect on sales behaviour. Leverage intrinsic motivation to inspire hard work, commitment and self-development.

Empowerment and Trust - Get results through delegation while fostering individual growth and development. Practise goal management and giving feedback to help sales people exceed expectations.

Choosing Management Style - Through a personality questionnaire, learn how to identify different personality characteristics and how to adapt communication style for better understanding. Use the results of a management attitude questionnaire to explore management styles and identify the most effective management behaviours.

Mentor? Coach? Manager? - Understand the differences between the three roles and examine the purpose and tasks of each. Learn how you can upgrade your coaching and mentoring skills and discover ways to compensate for the potential conflict between each role.

Sales Learning Needs Analysis - Expand knowledge of key sales competencies and learn how to evaluate individual sales skill strengths and weaknesses. Use a thirty-three question gap analysis tool to help your sales people recognise opportunities for developing their sales skills.

Options for Upgrading Skills and Methods - Acquire five strategies for effecting behavioural change and improving sales skills and methods. Learn how to make training more effective and how to set up a coaching and mentoring programme that saves you having to do everything.

Manage Sales Efficiency - Improve the use of sales resources and increase forecasting accuracy through a flexible, proven template that can easily be adapted to fit different sales environments.

Make Meetings Motivating - Explore behaviours that make meetings difficult and unproductive. Learn how to keep control while making meetings worthwhile, interesting and motivating, for all participants.

Motivating through Leadership - Learn the 12 characteristics of leaders and the five principles of leadership. Study the unique vulnerability of leaders and learn the successful strategies used to combat it.

Disaster Recovery Strategy - Examine your risk exposure. Learn how to protect against catastrophic drops in sales revenue due to events outside your control.

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About your Course Experience
Ten days before the course, participants gain access to the course resource directory, via a private area of our web site. This provides for pre course preparation and helps us to spend more time in practical exercises during the course. Throughout the two days you will test methods and principles to prove their value and try out what you learn in role-plays and simulations.

The course provides dozens of situational analysis, assessment, planning, and thinking tools that underpin the principles of effective sales management and provide a clear structure to support development activities.

Managing for Sales Performance is fun, challenging, and effective in helping you increase sales team performance. We guarantee an enjoyable two days that will leave you with renewed confidence in your ability to take control of results.