Sales Management Training

SCHEDULE

No schedule at the moment

If you have three or more candidates or you would like to run this course as an in-house programme, please contact us.

COURSE AIMS

As a Sales Manager you must be a strong leader, powerful motivator, efficient organiser, accurate forecaster, numerate budgeter, and inspired speaker, whilst being a successful salesperson!
Develop the exceptional and rounded business skills required to fulfil this demanding role.

WHO WILL BENEFIT FROM THE COURSE?

Designed for Sales Managers and Team Leaders who would like to become more focused and confident in their ability to effectively lead their team and improve production to increase company’s profits and keep the team on the right track.

WHAT WILL YOU GAIN FROM THIS COURSE?

  • Learn to understand your team and the pressure they face
  • Enhance your communication skills
  • Demonstrate traits of an excellent sales manager facing modern market challenges
  • Use time management tools more effectively
  • Set goals and priorities in order to keep activities goal-directed
  • Appraise and train the sale team to generate increased sales and profits
  • Conduct sales coaching and counselling sessions effectively
  • Know how to listen to what people are really saying, and why
  • Discover how to work with and not against difficult people
  • Facilitate, guide, and close discussions in one-on-one and group settings
  • Use leadership and team building abilities to improves sales and retain people
  • Explore sales performance reviews and using a wide variety of sales performance evaluation models

SAMPLE COURSE CONTENT

Below is an example of the course content. The content can be ‘tailored’ to meet the exact requirements of the client.

Sales Manager’s Role
  • The Role of the Sales Manager
  • What are the responsibilities of the Sales Manager
  • The Team
  • Maintaining a Professional Image
  • ‘Walking the ‘Walk’ and ‘Talking the Talk’
  • Projecting an Image Commensurate with the Job and the Market
  • The Four Important Qualities of a Sales Manager
  • The Requirements for Professional Selling
Working ‘Smarter’ and not ‘Harder’
  • Setting Goals and Targets in Line with Business Requirements
  • SMART Targets
  • Reviewing Targets
Communication and Influencing Skills
  • Communicating with Confidence and Assurance
  • Getting Your Point Across in a Clear, Concise and Positive Manner
  • The Importance of Non-Verbal Communication
  • the Secret of How to Influence
Sales Coaching and Feedback Skills
  • Knowing the Needs of Your Team
  • Coaching the Team to ‘Bridge The Skills Gap’
  • Different Models of Sales Coaching
Communication
  • Communication between the Buyer and Seller
  • Learn How to Ask the Right Questions
  • Learn How to Listen
  • How to Relate to Customers
  • Maintaining Attention
  • Ensure You are Speaking the Same Language
Selling Process Management
  • Key Account Sales Process and Personal Value Involvement
  • Find Individual Client’s Drivers: Understand Buying Motives
  • Understanding Client Purchase Process
  • Relationship, Close Relationship, and Absolute Relationship
  • Critical Challenges in Key Account Sales Processes
  • Sales Person’s Role While Client Make Purchase Decision
  • Create Clients’ Sense of Urgency While Purchasing
Planning
  • Time and Territory Management
  • How to Organise Your Time to Achieve and Meet a Target
  • Finding Customers and Preparing to Make a Sale
  • Making the Right Appointments
  • Presenting Your Sales Case
  • The Use of Visual Aids and Proposals
  • How to Deal With Objections
  • Price Issues
  • How to Close the Sale
Forecasting and Action Planning
  • Keeping on Track
  • Keeping on Track of the Activities of All the Team
  • Using Statistics to Check Validity
  • Sales flat forming Using Past Data to Maintain the Pipeline

METHODOLOGY OF TRAINING

The foundation of our training is anchored in activity-based experiential learning. This methodology takes into consideration different learning and communication styles, and more importantly language and cultural differences. It is through active participation that the adoption and application of theory is expedited.

Our training team pays careful attention to planning and designing effective instructional methods essential for the transfer of knowledge. It is the creative skill of our management trainers and consultants that reveal untapped skills of the delegates through:

  • Group discussion
  • Individual and syndicate activities
  • Individual and group tasks
  • Case studies
  • Role plays
  • Audio and video evaluation
  • Action planning
  • Experiential learning games
  • Presentations

callback request

Your Name

Contact Number

Company

Location

Email

How did you hear about us?


Follow us on:

Abu Dhabi

P.O. Box 44705, Abu Dhabi,
United Arab Emirates
Phone: +971 2 6740340
Fax: +971 2 6743554

Dubai

P.O. Box 334058, Dubai,
United Arab Emirates
Phone: +971 4 2566414
Fax: +971 4 2566424