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Sales Management Skills

Start Date: August 20, 2014 | Duration : 2 days | Price : 4500 AED

Context to this Workshop

  • Overt focus on the drive for ‘results’ obscures the need to manage ‘people performance’ in order to drive the results
  • Junior manager/supervisor leadership style and approach is a reflection of how they are managed and led and filters down to lower levels of staff, often with negative outcomes
  • Sales managers are promoted because they are good at selling, but they need development to become good at ‘leading’ in the context to sales management
  • The sales operation, the business agenda is fast moving and complex, so sales managers need competencies to manage people, customers and ultimately business results in this dynamic environment
Sales Management Training, Dubai, UAE

By the end of the course participants will be able to:

  • Manage the diverse and complex demands of the sales manager role
  • Develop interpersonal skills and practical steps in leadership of the sales team
  • Explain the difference between ‘performance’ and ‘results’ and how to drive one to leverage the other
  • Improve quality of managing by objectives through planning, monitoring and control
  • Migrate from being good sales people to becoming more commercially rounded business managers
Sales Management Training, Dubai, UAE

Who will benefit from attending?

  • Existing sales managers who require revitilisation and exposure to latest leadership practices in relation to leadership in sales
  • New and emerging sales managers who need to ‘step up’ from junior roles with a narrow sphere of responsibility to take on the demands of the sales manager role
  • Existing managers who combine aspects of sales management with other managerial responsibilities
Sales Management Training, Dubai, UAE

Course Outline

  • Foundation Stones to successful sales
  • Defining the organisations key business drivers
  • Challenges in sales leadership
  • The people chain of events
  • Where are you now? Three sets of self-assessment exercises

Sales Management Principles

  • Leading versus managing
  • Three forms of leadership, three forms of development
  • When did you develop the most?
  • The balance between results versus performance
  • Five forms of management (5 C’s)
  • Invest in the relationship

Leadership in Sales

  • Situational leadership
  • Interpersonal style development
  • Response modes
  • Forms of feedback

The Balanced Performance Review

  • Separating ‘performance’ from ‘results’
  • Running the personal performance review
  • The effective customer / field accompaniment

Managing Performance

  • Managing through KPI’s
  • Managing by objectives
  • Analyzing performance & the salesforce dashboard

Time and Task Management

  • Defining key sales-force milestones
  • Activity scheduling
  • Plan the work and work the plan
  • Disciplined time management

Managing Resources

Case Study Challenge

  • Teams develop action plan based on a detailed case study, making choices in:
    • Leadership needs
    • People development and intervention
    • Customer development and interventions
    • Action plans, delegation and measurement
Sales Management Training, Dubai, UAE

Business Benefits

  • More disciplined and proactive sales managers
  • A Sales-force more focused and motivated towards business results
  • More commercially rounded sales managers, able to better manage the diverse agenda
  • Improved resource management; people, assets and trade investments
  • Increased focus on performance management and understanding of required interventions to different aspects of performance problems – people, product and customer-level problems
  • Development of work-based assignments to integrate skills and knowledge into daily routines to drive application and retention

Personal Benefits

  • Groomed interpersonal skills
  • Adaptive leadership style to suit different people-related and customer-related situations
  • Ability to better manage multiple demands on the sales manager role
  • A more focused, planned, organized and disciplined approach to managing the complex sales manager business agenda
  • Personal learning plan to support application and consolidation of key learnings on-the-job
Sales Management Training, Dubai, UAE

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