SALES MANAGEMENT WORKSHOP

LMA Sales Training

sales management training uk

"Integrated Sales Training"

CLICK TO GO TO HOME PAGE

"IN COMPANY ONLY" - INTENSIVE 2 DAY RESIDENTIAL WORKSHOP

INTRODUCTION

Managing a sales team into 2004 requires a special blend of knowledge and skills. Many people are promoted to the position of sales manager/director without any formal training to do the job. Indeed, the common route to promotion may come because of excellent performance as a salesperson!
   
While having been successful at selling is a useful background that will bring some credibility, having to achieve through the work of others, rather than actually 'doing' the selling, comes as a shock to many Sales Managers. 
   
Transferring sales skills to the "team" and continually building, motivating and leading a group of people to success is one of the most difficult of jobs. It requires a high degree of interpersonal skills and a keen understanding of human nature.

FROM SALESPERSON TO MANAGER

This two day intensive workshop sets out to give IT Sales Managers/directors an awareness of the many skills to manage and develop a team. It provides a full understanding of the key aspects of authority, motivation, team building and leadership styles, and allows each participant to experience and evaluate their own style and the impact this has on other people.
   
The programme is designed to allow for as much participation as possible via realistic scenarios and simulations. Delegates have an opportunity to analyse 'real situations' relating to their own current work environment during the course.

A WORKSHOP FOR SALES MANAGERS NEW TO THE MANAGEMENT ROLE OR EXPERIENCED MANAGERS WHO WOULD LIKE TO RE-ASSESS THEIR OWN PERFORMANCE AND LEARN NEW IDEAS AND APPROACHES.

COURSE OBJECTIVES

To enable IT Supplier Sales Managers/Directors to:

bullet

Identify the skills and qualities to be an effective Sales Manager/Director.

bullet

Understand the key elements of leadership, leadership styles and the types of authority which can be used to influence salespeople.

bullet

Appreciate the motivational factors that affect a salesman's performance.

bullet

Perform a practical approach to the motivation of salespeople.

bullet

Implement and use constructively, control mechanisms to aid sales performance and forecasting.

bullet

Constructively review sales performance in the field.

bullet

Appreciate the need for continuous appraisal, training and development of salespeople in the field.

bullet

Build and develop good team spirit.

bullet

Help salespeople to achieve targets through 'managing rather than doing'.

bullet

Review there current management style and whether it is appropriate.

METHODS

The workshop is highly practical with exercises and syndicate sessions to focus on key issues that affect sales managers controlling sales teams. Participants learn by doing with the emphasis on them receiving feedback in a non threatening environment. This enables them to understand the affect of their style and behaviour on others and  they can therefore develop an improvement plan.
   
The workshop provides a balance between theory and practice, enabling participants to have a firm grasp of their role as sales managers and what is expected of them in their management role. The experience of the instructor allows for discussion on topics that may be of interest to participants but not formally included in the workshop programme.
   
This approach ensures that each participant gains the maximum benefit from the workshop.

COURSE CONTENT

Day 1 - Commence 9.15 a.m.

bullet

Introduction and objectives.

bullet

The role of the Sales Manager/Director.

bullet

The Wheel - a model for managing in a changing environment.

bullet

What makes a good IT Sales Manager? Skills required.

bullet

Individual and syndicate exercise on skills needed into to be a good Sales Manager.

bullet

Managerial expectations.

bullet

Management theory and practice - an overview.

bullet

Leadership styles - the options - which ones work in the
in the new Millennium?

bullet

Psychometric test (individual and group exercise) - what sort of manager are you?

bullet

Leadership model - a mechanism for good management.

bullet

Establishing authority with the sales team.

bullet

Communication and interpersonal skills.

bullet

What motivates sales people to perform well?

bullet

Syndicate exercise - applying motivational factors to build 
the team.

bullet

The performance improvement formula'- factors that affect a salesman's performance. What does it take to be a good salesperson selling IT systems and services?
   
Evening: Participants complete, on an individual and syndicate basis an analysis of motivational and performance factors that affect their own sales people and produce a development plan.

Day 2 - Commence 8.30 a.m.

bullet

Review of evening exercise.

bullet

Recruiting the right sales people - who's responsibility?

bullet

Review of sales training and skill development procedures.

bullet

The structure of an IT sale and the complimentary buying process.

bullet

Basis of decision - understanding the Basis of Decision methodology to influence a prospect/customer decision process favourably.

bullet

Identifying differential' in the market and against competitors.

bullet

Multi-level decision processes in organisations - developing
strategies to win business.

bullet

Account documentation - Introduction and use of Major Sales
Analysis and Qualification forms.

bullet

Qualification procedures - initial and ongoing qualification and introduction to Major Sale Qualification form. Value to salespeople and for accurate forecasting for managers.

bullet

Written communication - applying standards to letters and 
correspondence.

bullet

Business Proposals - sales oriented documents? - controls required.

bullet

Exercise - What makes a good proposal?

bullet

The role of sales meetings for teamwork and training.

bullet

Helping the sales person in the field - who's responsibility?

bullet

Building teamwork.

bullet

THE BOXES - Problems and their nature.

bullet

Review and managers' action plans.

bullet

End course discussion.

bullet

Course end.

   
COSTS

Based on 300 per delegate per day + accommodation and mileage at 45p per mile. A full set of workshop notes for each participant is included in the price. Please note that a 'maximum' charge of 2000+VAT per trainer day applies to this workshop.

CLICK TO GO TO HOME PAGE
LMA Sales Training and Consultancy Services
6 Kensington - Silver Wharf - Sovereign Harbour - BN23 5NH
Tel: 01323 471730 - Fax: 01323 471869
CLICK TO E-MAIL LMA

Copyright LMA Sales Training and Consultancy Services  1994-2007
All rights reserved.

Sales Management Training