Sales Management Training Course
1. Introduction
This course covers the main functions of modern sales management and will provide you with the practical strategies and tools you can implement in your business immediately to develop your sales.
Sales Strategy
Sales Process
People
Channels
Technology, Data & Tools
Customers
Sales Leadership
To book this course go to our bookings page at B2B Sales Training Programmes.
2. Additional Resources
The Complete Guide to Sales Management
How to Motivate a Sales Team without money
What makes a great sales manager?
9 Hacks using OneNote for Sales Management
Channel Planning in Sales Management
3. Training Methodology
Unlike Traditional Training Companies we believe people learn by doing rather than following theory in text books in a classroom.
We use a workshop methodology in our sales training courses where we have a blended mix of theory where appropriate , whilst focussing the majority of the time on real life sales challenges.
Attendees are guided through each session and individually undertake real life sales scenarios.
This ensures each attendee remains engaged and learning in a positive and supportive environment.
4. Who Should Attend this Sales Course
This Sales Management Training Course is designed for:
*Experienced Managers looking to refresh
*Newly promoted managers who need to up-skill
*Business Owners who are managing a sales team
*Entrepreneurs who need to scale their business
5. Why you Should Attend this Course
Sales Managers set the performance and expectation levels of the sales team.
Without good sales management a culture of “satisfactory under-performance” will pervade which means good sales people will leave and under-performing sales people will stay.
The Sales Manager is arguably the most important part of the sales team.
6. Learning Objectives
*Learn how to create a culture of high performance
*Learn how to build a winning sales team
*Learn how to create Sales Improvement Plans
*Learn how to manage and coach under-performers
*Learn how to create & implement objective reporting and scoring systems that drive performance.
*Learn how to create new sales strategies that differentiate you in the market
*Learn how to audit your sales process and increase the speed of the sales pipeline.
7. Sales Management Training Course Content
Module 1. Sales Bench-marking
Audit your sales unit against Industry best practice and the Sales Maturity Model.
Module 2. Sales Improvement Planning & Strategy
How to create powerful sales transformation programmes that will drive your organisation forward and set winning sales strategies.
Module 3. Sales Performance Management
How to create an objective sales performance programme that aligns the day to day activities of sales people with the companies growth strategy and objectively measure and record the sales team.
Module 4. Coaching Sales Winners
How to create a culture of coaching to develop and coach sales winners by aligning personal goals with business objectives.
8. Sales Management Training Course Materials
Attendees are provided with full colour workbooks and and have access to course materials and .PPT online after the training.
9. Post Course Support
Attendees leave our courses energised with new ideas, strategies and tactics but often additional questions can arise where they need a sounding board. We provide post course support through our Sales Enablement Platform where members can ask questions, via chat, mail and conferencing calls.
The platform uses the Microsoft Teams application and can be access via PC, Tablet or Phone and contains FREE Guides, Templates and Tools. Ongoing 1-2-1 coaching is also available at an additional cost.
10. Sales Management Training Course Itinerary
| Timings | SALES MANAGEMENT TRAINING COURSE ITINERARY | |
|---|---|---|
| 0900 – 0930 | Introduction | |
| 0930 – 1100 | Module 1 – Sales Bench-marking | |
| 1100 – 1115 | Break | |
| 1115 – 1245 | Module 2 – Sales Improvement Planning | |
| 1245 – 1315 | Lunch | |
| 1315 – 1445 | Module 3 – Sales Performance Management | |
| 1445 – 1500 | Break | |
| 1500 – 1645 | Module 4 – Coaching Sales Winners |
11. Lunch, Refreshments & Access
If you have any special dietary requirements please let us know and we will ensure that we can accommodate you. In addition if you have special access needs please let us know in advance so we can make arrangements with the venue.
12. Course Delivery Options
12.1 Sales Management Training Course – London
This course is delivered as an Open Course near London Heathrow airport for easy access to Europe, London & the M4 Corridor. Individuals from any organisation can attend and Course prices, dates and availability are available online via our course bookings page.
12.2 Sales Management Training Course – Manchester
This course is delivered as an Open Course near Manchester airport for easy access to Europe, Manchester & The M62 Corridor. Individuals from any organisation can attend and Course prices, dates and availability are available online via our course bookings page.
12.3 Sales Management Training Course – Scotland
This course is delivered on a rotating basis between Glasgow and Edinburgh in Scotland. Course prices, dates and availability are available online via our course bookings page.
12.4 Sales Management Training Course – In-House
This course is available for bespoke delivery In House for companies who would like the course delivered exclusively to their own team and is available both in the United Kingdom and Internationally. Further information on prices and numbers please check our course bookings page.
13. Sales Management Training Evaluation Survey
As part of our Quality control we ask every participant to complete a Training Evaluation Survey after every workshop. The Evaluation focusses on the three main areas of delivery a) Training Content b) Trainer Delivery and c) Learning Environment.
15. How to Book this Course
Individual places on Open Courses can be booked online via our course bookings page.
Attendees of this course also attended Key Account Management Training.