Professional Sales Manager Training

Course Info

Date: July-04-2022

Length: 1 Week

City: Zurich

Fees: 4,600

Type: In Classroom

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    Madrid

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    Dubai

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    Singapore

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    Amsterdam

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    Kuala Lumpur

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    Istanbul

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    Paris

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    Barcelona

  • July-18-2023

    Munich

  • July-25-2023

    London

  • July-25-2023

    Dubai

  • Aug-08-2023

    London

  • Aug-08-2023

    Dubai

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