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Sales Management Introduction

A hands-on one-day course with free pre-course online skills testing. New, existing or potential sales managers who want to acquire or refresh sales management skills in a structured manner in the shortest possible time.

Learning Objectives

This intensive one-day training course teaches the fundamentals of sales team management. Delegates will learn how to be successful sales managers, select sales professionals, build unity and trust in a sales team, interview successfully, train sales professionals, set performance standards, and conduct performance evaluations. Course activities also cover choosing a territory strategy, conducting territory reviews, developing and using sales forecasts, conducting sales meetings, and setting goals in meetings. Delegates will also learn how to motivate sales team members, implement compensation practices to keep top performers, identify and improve substandard performance.

Course Content

MODULE 1:The Foundation for Effective Sales Teams
Topics covered:
  • Managing Sales
  • Selecting Salespeople
  • Relationships Within the Team
  • Building Trust in Sales Teams
MODULE 2: Effective Sales Performance
Topics covered:
  • Training Salespeople
  • Sales Performance
  • Sales Meetings
MODULE 3: Managing Sales Territories
Topics covered:
  • A Territory Strategy
  • Conducting Sales Territory Reviews
MODULE 4: Forecasting Sales Revenue
Topics covered:
  • Understanding Sales Forecasts
  • Developing Forecasts
MODULE 5: Motivating Sales Teams
Topics covered:
  • Motivating Salespeople
  • Measuring Motivation Levels
  • Improving Sales Performance
MODULE 6: Your Personal Action Plan

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Online Courses

You may prefer an online course if you are looking for a flexible and cost-effective solution. Online courses allow you to study at your own pace, at a time that suits you.

We have the following eLearning options available:

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