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Effective Sales Management Skills

The key skills and strategies to effectively generate sales through others.
Course: SLM004 Location: Shanghai
Duration: 2 days Check the Training Schedule

Effective Sales Management Skills

Course Description:

Embracing a clear understanding of what 'effective sales management' really means in the 21st Century is critical to successful business. To apply this effectively, organisations need to ensure that the sales team is armed with appropriate skills, knowledge and mindset; and is fired up with enthusiasm and commitment to do so.

It makes absolute sense to ensure that maximum returns are being gained from each unit of time that is invested, in terms of both the sales manager and salesperson roles. The programme challenges delegates to identify precisely what the ‘high return’ sales management activities are, and to develop a clear plan of action for implementation on return to the workplace.

What the Seminar Will Help You Achieve:

- Adapt leadership style to the situation and individuals being managed
- Set meaningful objectives for individuals and the team as a whole
- Design incentive programmes that produce the desired results (and avoid unintended ones)
- Use sales meetings to galvanise team enthusiasm and boost performance
- Manage underperformance
- Keep top performers motivated
- Develop the skills of the team via coaching
- Achieve a clear link between development and sales results
- Utilise the appraisal process to recognise achievement, focus activity and motivate
- Understand what it is that motivates each person in the team and adapt management style accordingly
- Recruit the right people for the team
- Accurately forecast sales and identify the level of sales team activity required in order to achieve the sales plan
- Prioritise day-to-day sales management activities in order to maximise achievement of sales through others

 
Course Format:

Through a combination of breakout sessions, group and individual work, interactive roundtable discussions and role-plays, and case studies. Delegates will understand the importance of effective sales strategy.

Trainer will use practical examples and case studies to reinforce and expand the scope to cover applicable concepts for sales strategy, and for a variety of different industries.

Pre-Course Questionnaire

In order to tailor this course precisely to your needs, the course leaders would value information on your knowledge, experience and requirements.

Who should attend?

Sales managers and supervisors.

Your International Facilitator:

Kiran Patel, Facilitator – Apollo Consulting Group

Courses Specialised In: Sales, Negotiation, Communication, Leadership, Presentation Skills, Assertiveness, Coaching, Teambuilding, Influencing, Networking

Sector & Industry Experience: PR and Advertising, Telecom, Finance, Banking manufacturing, Hospitality, Education

Some Major Clients: ACCA, Deloitte, Ernst & Young, Ogilvy, Caterpillar Inc, Continental Airlines, General Mills Inc, HSBC, British Council

Testimonials

“Our finance department received great benefit from the recent series of workshops that you delivered. We look forward to continuing our support long - term.”

Denny Tang, CFO, Ogilvy & Mather Group, Greater Chin

Testimonials

“Thank you for your continued support of ACCA activities. Your trainings form an integral part of our Professional Development platform for ACCA members and students.”

Maggie Li, ACCA Marketing Manager, Greater Chin

Day 1

8:45 Registration & coffee

9:00 Welcome & Introduction

9:10 Energiser

An appropriate icebreaker activity will be chosen to energise participants for the session within the context of sales strategy.

9:20 Being an Effective Leader

A leader will be defined and the role within the sales team will be explored.

10:20 Managing & Incentivising your Sales Staff

It is a challenge to get your team meeting aggressive sales targets. This session will introduce and explore the methods you can use to both manage and incentivise your sales team appropriately through practical and involving exercises.

11:10 Morning Refreshments

11:20 Motivating your Sales Team

This session will focus on motivational techniques for team members through case study.

12:30 Lunch

Day 1

14:00 Sales Meetings

This session will through role play develop the core skills required to hold sales team meetings that are both target focused and motivational.

15:00 Goal Setting

  • Participants will use the SMART model to create positive, achievable sales strategic goals.
  • Develop motivational techniques to help achieve these.
  • Participants will learn how to articulate what their goals are, quantify the activity required and how they established them including the process to be followed to maximise their potential to achieve.
  • A range of simulated exercises and a relevant case study to illustrate the importance of thinking ahead

15:45 Afternoon Refreshments

16:00 Managing Underperformance

If our sales team is underperforming, how can we transform this? Here we will examine why teams underperform and utilize strategies to turn these underperforming teams around.

17:30 Conclusion of Day 1 and Summary

Day 2

8:45 Welcome Back & Coffee

9:00 Re- Energiser

An appropriate icebreaker activity will be chosen to appropriately energise participants for the session within the context of sales strategy.

9:10 Review of Previous Day

9:20 Coaching Your Team to Success

Strategies for coaching and mentoring will be examined and used in role play and case study practice.

10:20 Morning Refreshments

10:35 Prioritisation & Delegation

As a manager, you will have to perform these tasks on a regular basis. This section will examine best practice, and give participants the opportunity to use these skills through a range of practical based learning.

12:30 Lunch

14:00 Delivering Appraisals

Sales roles are target orientated and the appraisal process can be a make or break step for sales team members. Here, we will develop the skills of giving constructive and motivational feedback to team members, ensuring that they remain focused on their targets. All team members require well delivered appraisals to get the best out of them, so this stage is critical.

Day 2

15:00 Recruiting the Right People to your Team

Participants will become aware of how to maximize opportunities through cross-selling, up-selling, future sales and referrals through role-play.

15:45 Afternoon Refreshments

16:00 Managing Complaints

Participants work in small groups to identify their most frequently encountered objections and they will brainstorm ways to respond to them. Participants will also learn about nine specific objection handling strategies, including the Boomerang, FFF, and Show Your Hand.

16:45 Communicating Effectively with Your Team Members

A look at and use of techniques that will enhance your ability to communicate with and lead your sales team.

17:45 Summary, Wrap Up

Delivering bad news is a challenge for most.
This section will be a practical task using the taught principles to communicate a negative message to your client effectively

18:00 Conclusion of Day 2
 

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Apollo course participants can earn professional development units (PDUs) for attending the PMI courses through our partner Protrain China for all Project Management Program courses.

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