Professional Sales Manager

Professional Sales Manager


Choose from the following table the course date which you would like to attend the course on :

Sart
End
Fees
Venue
Length
4-Mar-2018
8-Mar-2018
4700$
Kuala Lumpur (Malaysia)
One Week
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18-Mar-2018
22-Mar-2018
5700$
London (UK)
One Week
Click Here
1-Apr-2018
5-Apr-2018
7500$
Istanbul (Turkey)
One Week
Click Here
1-Apr-2018
5-Apr-2018
4700$
Dubai (UAE)
One Week
Click Here
1-Apr-2018
5-Apr-2018
6950$
Paris (France)
One Week
Click Here
20-May-2018
24-May-2018
4700$
Kuala Lumpur (Malaysia)
One Week
Click Here
13-May-2018
17-May-2018
5700$
London (UK)
One Week
Click Here
17-Jun-2018
21-Jun-2018
7500$
Istanbul (Turkey)
One Week
Click Here
24-Jun-2018
28-Jun-2018
4700$
Dubai (UAE)
One Week
Click Here
17-Jun-2018
21-Jun-2018
6950$
Paris (France)
One Week
Click Here
8-Jul-2018
12-Jul-2018
4700$
Kuala Lumpur (Malaysia)
One Week
Click Here
1-Jul-2018
5-Jul-2018
5700$
London (UK)
One Week
Click Here
12-Aug-2018
16-Aug-2018
7500$
Istanbul (Turkey)
One Week
Click Here
19-Aug-2018
23-Aug-2018
4700$
Dubai (UAE)
One Week
Click Here
12-Aug-2018
16-Aug-2018
6950$
Paris (France)
One Week
Click Here
23-Sep-2018
28-Sep-2018
4700$
Kuala Lumpur (Malaysia)
One Week
Click Here
23-Sep-2018
28-Sep-2018
5700$
London (UK)
One Week
Click Here
28-Oct-2018
1-Nov-2018
7500$
Istanbul (Turkey)
One Week
Click Here
14-Oct-2018
18-Oct-2018
4700$
Dubai (UAE)
One Week
Click Here
28-Oct-2018
1-Nov-2018
6950$
Paris (France)
One Week
Click Here
11-Nov-2018
15-Nov-2018
4700$
Kuala Lumpur (Malaysia)
One Week
Click Here
18-Nov-2018
22-Nov-2018
5700$
London (UK)
One Week
Click Here
23-Dec-2018
27-Dec-2018
7500$
Istanbul (Turkey)
One Week
Click Here
2-Dec-2018
6-Dec-2018
4700$
Dubai (UAE)
One Week
Click Here
23-Dec-2018
27-Dec-2018
6950$
Paris (France)
One Week
Click Here
6-Jan-2019
10-Jan-2019
4700$
Kuala Lumpur (Malaysia)
One Week
Click Here
27-Jan-2019
31-Jan-2019
5700$
London (UK)
One Week
Click Here
17-Feb-2019
21-Feb-2019
7500$
Istanbul (Turkey)
One Week
Click Here
10-Feb-2019
14-Feb-2019
4700$
Dubai (UAE)
One Week
Click Here
17-Feb-2019
21-Feb-2019
6950$
Paris (France)
One Week
Click Here

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.
  • Set up sales coaching and counseling sessions effectively.
  • Employ and train the sales team to generate increased sales and profits.
  • Show leadership and team building abilities to optimize sales results.
  • Schedule effective and productive coaching sessions and individual sales performance reviews.

The Content:

Sales Management and the Marketing Mix

  • Common Characteristics of the Sales Force
  • The Sales Competency Model 
  • The Primary Responsibilities and Roles of the Sales Manager 
  • The Sales Management Functions
  • Major Mistakes Sales Managers Make 

Planning, Strategy and Organization   

  • Structuring and Deploying the Sales Force 
  • Developing Sales Strategies
  • Sales Planning Fundamentals 
  • Sales Forecasting Guiding Principles
  • Sales Forecasting Techniques
  • Territory Design, Allocation and Management 

Sales Process Management 

  • Understanding the Psychology of the Buyer
  • Characteristics of Successful Sales People 
  • Identifying the components of the Sales Process
  • Mastering the Sales Process Milestones 

Sales Management Capstone Competencies 

  • Recruiting Sales People (Process and Interview)
  • Identifying Key Responsibilities
  • Pinpointing Critical Tasks
  • Training Sales People For Results 
  • The Field Training Process

Team Leadership and Motivation

  • Team Inventory and Assessment  
  • Identifying Team Roles, Strengths and Weaknesses
  • Coaching Sales People for Peak Performance 
  • Leadership Principles and Skills 
  • Motivation: Guidelines and Roadmaps 
  • Incentive Compensation Design

Sales Performance Management 

  • The Critical Importance of Setting Standards   
  • Types of Standards
  • Sales Force Analytics and Reporting 
  • Aligning Metrics with Sales Performance  
  • Sales Evaluation Methods  
  • Confronting Incompetence 

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