Professional Sales Manager Training

Course Info

Length: 1 Week

City: Kuala Lumpur

Type: In Classroom

Available Dates

  • Apr-29-2024

    Kuala Lumpur

  • May-06-2024

    Kuala Lumpur

  • June-03-2024

    Kuala Lumpur

  • July-01-2024

    Kuala Lumpur

  • July-29-2024

    Kuala Lumpur

  • Aug-05-2024

    Kuala Lumpur

  • Sep-02-2024

    Kuala Lumpur

  • Sep-30-2024

    Kuala Lumpur

  • Oct-07-2024

    Kuala Lumpur

  • Nov-04-2024

    Kuala Lumpur

  • Dec-02-2024

    Kuala Lumpur

  • Dec-30-2024

    Kuala Lumpur

Dates in Other Venues

  • Apr-22-2024

    Amsterdam

  • Apr-22-2024

    Barcelona

  • Apr-22-2024

    Istanbul

  • Apr-29-2024

    London

  • May-06-2024

    Istanbul

  • May-13-2024

    Singapore

  • May-13-2024

    Paris

  • May-20-2024

    Barcelona

  • May-20-2024

    Dubai

  • May-27-2024

    London

  • May-27-2024

    Amsterdam

  • June-03-2024

    Istanbul

  • June-10-2024

    Paris

  • June-10-2024

    Singapore

  • June-17-2024

    Barcelona

  • June-17-2024

    Dubai

  • June-24-2024

    Amsterdam

  • June-24-2024

    London

  • July-01-2024

    Istanbul

  • July-08-2024

    Singapore

  • July-08-2024

    Paris

  • July-15-2024

    Dubai

  • July-15-2024

    Barcelona

  • July-22-2024

    Amsterdam

  • July-22-2024

    Istanbul

  • July-29-2024

    London

  • Aug-05-2024

    Istanbul

  • Aug-12-2024

    Singapore

  • Aug-12-2024

    Paris

  • Aug-19-2024

    Barcelona

  • Aug-19-2024

    Dubai

  • Aug-26-2024

    Amsterdam

  • Aug-26-2024

    London

  • Sep-02-2024

    Istanbul

  • Sep-09-2024

    Singapore

  • Sep-09-2024

    Paris

  • Sep-16-2024

    Dubai

  • Sep-16-2024

    Barcelona

  • Sep-23-2024

    Amsterdam

  • Sep-23-2024

    Istanbul

  • Sep-30-2024

    London

  • Oct-07-2024

    Istanbul

  • Oct-14-2024

    Paris

  • Oct-14-2024

    Singapore

  • Oct-21-2024

    Dubai

  • Oct-21-2024

    Barcelona

  • Oct-28-2024

    Amsterdam

  • Oct-28-2024

    London

  • Nov-04-2024

    Istanbul

  • Nov-11-2024

    Paris

  • Nov-11-2024

    Singapore

  • Nov-18-2024

    Dubai

  • Nov-18-2024

    Barcelona

  • Nov-25-2024

    London

  • Nov-25-2024

    Amsterdam

  • Dec-02-2024

    Istanbul

  • Dec-09-2024

    Paris

  • Dec-09-2024

    Singapore

  • Dec-16-2024

    Barcelona

  • Dec-16-2024

    Dubai

  • Dec-23-2024

    Istanbul

  • Dec-23-2024

    Amsterdam

  • Dec-30-2024

    London

Course Details

Course Outline

5 days course

 

Sales Management and the Marketing Mix

 

  • Common Characteristics of the Sales Force.
  • The Sales Competency Model.
  • The Primary Responsibilities and Roles of the Sales Manager.
  • The Sales Management Functions.
  • Major Mistakes Sales Managers Make.

 

Planning, Strategy and Organization

 

  • Structuring and Deploying the Sales Force.
  • Establishing Sales Strategies.
  • Sales Planning Basics.
  • Sales Forecasting Guiding Principles.
  • Sales Forecasting Techniques.
  • Territory Design, Allocation and Management.

 

Sales Process Management
 
  • Comprehending the Psychology of the Buyer.
  • Characteristics of Successful Sales People.
  • Identifying the components of the Sales Process.
  • Mastering the Sales Process Milestones.

 

Sales Management Capstone Competencies
 
  • Recruiting Sales People (Process and Interview).
  • Identifying Key Responsibilities.
  • Pinpointing Critical Tasks.
  • Training Sales People for Results.
  • The Field Training Process.

 

Team Leadership and Motivation
 
  • Team Inventory and Assessment.
  • Identifying Team Roles, Strengths and Weaknesses.
  • Coaching Sales People for Peak Performance.
  • Leadership Principles and Skills.
  • Motivation: Guidelines and Roadmaps.
  • Incentive Compensation Design.

 

Sales Performance Management
 
  • The Critical Importance of Setting Standards.
  • Types of Standards.
  • Sales Force Analytics and Reporting.
  • Aligning Metrics with Sales Performance.
  • Sales Evaluation Methods.
  • Confronting Incompetence.

Course Video