Certified Sales Manager
Certified Sales Manager
OBJECTIVES
By the end of the program, participants will be able to:
- Demonstrate traits of an excellent sales manager.
- Plan forecasts and quotas with more accuracy and precision.
- Conduct sales coaching and counseling sessions effectively.
- Demonstrate effective interpersonal skills.
- Manage the sales force with confidence and determination.
WHO SHOULD ATTEND?
Newly appointed and experienced sales managers who need to sharpen their tools to respond to customer, team and company needs.
COURSE OUTLINE
Sales Management and the Marketing Mix
- Common Characteristics of the Sales Force
- Discovering Core Competencies
- Sales Competency Model and Sales Competency-Based Training
- Effective Delegation
Forecasts and Quotas
- Quota Management
- Ways to Ruin a Sales Force
Coaching and Counseling for Sales
- Steps to Effective Sales Coaching
- Self Motivation and the Power of Thoughts in Bringing Results
- The Law of Attraction
Emotional Intelligence in Selling
- EI Quiz
- The Power of Emotions in Selling
- Emotional Impulse Control
Evaluating Sales Representatives
- Giving and Receiving Sales Feedback
- Evaluating Reps during Visits
Sales Manager’s Time Allocations
- Managing Sales People’s Time
- How to Save Time During Selling
Building a Winning Sales Team
- Selling Strategically
- Understanding the Sales Funnel