ReCh Management Centre - Essential Sales Management Skills - Essential Sales Management Skills - View courses templates

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Essential Sales Management Skills

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Start DateVenue1 Week2 Weeks

Request a dateDubai 2,500 3,600

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Course Overview

This programme will provide sales managers and leaders with essential knowledge of the theory and tools necessary to manage the practical issues involved in driving sales growth in their organisations. It will enable them to understand and drive a strategic sales management function within their company, enhancing both their personal and organisational effectiveness. Recent participants have included sales directors, regional managers, national account directors and a blend of newly appointed and seasoned sales managers across a range of industries. The course will be fun, challenging and fully interactive and supported by presentations, demonstrations, interactive discussions, debate, group work and individual tasks. A comment on role-plays.... everyone hates them so we don’t use them! So, don’t worry, you won’t be made to perform or made to feel uncomfortable at any time. You will of course practice core sales management skills but not on the stage and not in the spotlight. This is about great learning with like-minded professionals in a fun environment!

Course Objectives

At the end of the course delegates will be able to:

Establish clear operating guidelines for any size of sales team or salesforce
Implement robust sales strategies and tactics
Implement a balanced scorecard approach to performance metrics
Understand the difference between supervision, management and leadership
Focus on what makes a successful sales manager
Learn and apply new approaches to free up time for real performance management
Turn traditional approaches on their head
Evidence the ability to deliver exponential sales growth
Apply a sales leadership approach that takes the people with you
Create a sales environment of ownership and accountability

Course Outline

Maximising selling time
Positive performance management
A credible and ROI based approach to performance coaching
Pipeline management & forecasting
Fundamental account management / relationship management principles
Shifting ownership & accountability
Facilitating great 121 meetings
Field observation, giving feedback, agreeing development actions
An agenda for GROWTH
The magic MBLSS approach
The Sales Manager COPPFISM checklist
Goals, targets, KPI’s, balanced scorecard
The power of effective communication

E-Reader Included.

*Course fee is not inclusive of VAT

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