Sales Management Level 2

This course builds on sales management fundamentals learned in Level 1 and helps the manager add value to his/her team by narrowing the focus from; Market, Territory, and Resource Planning to the more hands on skills needed to guide and direct your sales team without micromanaging. You will learn the critical skills of Setting Sales Performance Standards, Developing Account Strategy, Improving Sales Call Execution, Evaluating Sales Skills and Managing Performance.

Target group

First line sales managers

Topics

• How do you establish sales performance standards?
• How do you use sales performance standards to set individual goals for your sales people?
• What is the difference between Transactional and Consultative Selling?
• How do you use formal Account Strategy to defeat your competition?
• How do you qualify opportunities?
• How do you improve sales call effectiveness?
• How do you evaluate sales skills?
• How do you manage performance problems?
  

Approach

The training course is instructor led and is designed to be highly interactive with practical exercises. The module concludes with Commitments to Action (CTA's) which ensure that the learning is applied in the field.

Duration

3 days  

Course objectives

After this training course, you will be able to:

• Establish sales performance standards and use these standards to set goals for your sales people
• Develop and implement account strategy to defeat your competition
• Improve the sales call effectiveness of your people
• Evaluate your team's sales skills and effectively manage performance problems

Follow up courses

• Value Messaging
• Negotiations