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Sales Management Training Program Guide

This document outlines the topics that will be covered in a sales management training programme, including the role of the sales manager, recruitment, goal and target setting, training, coaching, motivation, forecasting, and time management. The programme is designed for current and prospective sales managers to help them develop the necessary skills, such as interviewing, setting SMART targets, adapting coaching styles, understanding motivational factors, using statistics for forecasting, and effective time planning.

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ArnieSack
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172 views1 page

Sales Management Training Program Guide

This document outlines the topics that will be covered in a sales management training programme, including the role of the sales manager, recruitment, goal and target setting, training, coaching, motivation, forecasting, and time management. The programme is designed for current and prospective sales managers to help them develop the necessary skills, such as interviewing, setting SMART targets, adapting coaching styles, understanding motivational factors, using statistics for forecasting, and effective time planning.

Uploaded by

ArnieSack
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PDF, TXT or read online on Scribd

Sales Management

This programme is designed for Sales Managers,


newly appointed Sales Managers and Sales Staff who
are expecting to be promoted to Sales management in
the near future
The role of the sales manager
Responsibilities of the sale manager
Sales managers image
Projecting an image to match the position

Recruitment
Identifying the recruitment process
Building the essential skills of interviewing
Questioning/rapport/communication
Identifying and measuring the right role pro-
file
CV selection and filtering
The telephone interview
The face to face interview
Make a decision based upon fact and suit-
ability

Goal and target setting
Setting goals and targets inline with busi-
ness requirements
SMART targets
Reviewing targets

Training (Induction)
Identifying the key skills and levels of com-
petence that all new starters need to dem-
onstrate
Sources of training and the various types of
training available
Goals and objectives
Measuring success
Staff development
Identifying the skills gap
Goals and objectives
Sources of training and the various types
of training available
Coaching
Adapting your style
Giving effective feedback
Identify individuals coaching needs
The learning process
Linking coaching to reviews
Gaining commitment
Effective communication in coaching

Motivation
The importance of team identity
Understanding motivational factors and
how they differ from person to person
Getting to know your team members
Incentives o building on the contribution of
each team member o devising incentives
and linking to commercials o short term and
long term incentives
Reviews
The importance of consistent feedback
Keeping everyone focused

Forecasting and Action Planning
Keeping on track
Keeping on track of the activities of all the
team
Using statistics to check validity
Sales platforming using past data to main-
tain the pipeline

Time management
Planning you time across team, individual,
customer and the office
Allocation of priorities for the best effect
Admin .v. field activity, which comes first,
the boss or the team?
Envision Training and Consultancy Suite 11 West Lancs Investment Centre, Maple View
White Moss Business Park. Lancashire WN8 9TG
Office Tel : 0845 257 1634 Fax: 0870 1412 167 Web: [Link]
Email: admin@[Link]

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