Sales Management

This two-day seminar will enable both new and experienced sales managers to develop new business, recruit, train, deploy, motivate and coach sales reps, develop sales strategy and tactical plans, and monitor, measure and implement performance corrective action plans to stay on track. The graduate from this seminar will have the tools and training to perform the sales management functions.

Who Should Attend

Experienced and new sales management professionals who wish to develop or enhance fundamental strategic sales management skills in order to promote ideas, products, services, and their company.

Skills and Insignt Gained

• The ability to effectively manage the development of new business from territories, target markets, and key accounts.
• The skills to develop sales team monitoring, measuring, and reporting systems.
• The ability to develop staffing requirements for the total sales organization function.
• The skills necessary to develop and employ competency-based recruiting and hiring practices to assure you get only top quality sales reps.
• The skills needed to effectively motivate, lead, and coach the sales team to exceed revenue, profit goals, and objectives.
• The ability to evaluate and implement sales knowledge and skills development programs.
• The skills needed to conduct effective sales staff meetings.

What You Will Learn

Day One
8:30 AM–4:30 PM

Recruiting, Hiring, and Deploying the Sales Force

This section provides a Build-up Tasking Model to determine the sales force staffing and deployment requirements. The participants receive instructions on how to recruit and hire salespeople using competency based hiring methods. Topics include salesperson compensation and the benefits of having salespeople trained in all the various sales functions prior to deployment via the appropriate Sales Training Programs offered by EAI.

Developing Sales Strategy & Tactical Plans

This section explains how to develop individual salesperson Sales Strategy and Tactical Plans for their assigned territories, markets, and key accounts to assure the company’s sales revenues and profit objectives are met. The plans resemble a mini-business plan complete with sales activity tasking for each area of responsibility in order to bring in the business. The sales team provides updates to the plan to reflect current market and account situations.

Sales Performance Monitoring, Measuring and Reporting

This section provides insight on how, when, and where to effectively monitor, measure, and report team and individual performance. This section stresses that managers cannot manage performance unless they measure it. They cannot measure performance unless they monitor it. The participants receive an example sales reporting system complete with reporting forms.

Day Two
8:30 AM–4:30 PM

Coaching and Leading Sales Teams

This section is designed to improve a sales manager’s ability to impact performance of his/her sales team. This section provides the tools that enable the sales manager to identify root causes of performance problems and to create effective corrective action plans that empower the salesperson to take responsibility for their own development. This section focuses the sales manager’s coaching/counseling time based on ROI.

Conducting Effective Sales Staff Meetings

This section provides the key steps that sales managers can use to conduct effective sales staff meetings. Properly conducted sales staff meetings offer unlimited possibilities for developing salespeople and forging a highly professional sales team.

Case Studies

Analyze real-life case studies and practice all of the functions necessary to coach, counsel, and develop high impact sales teams, as well as to develop strategic sales strategy and tactical plans.

Strategic Sales Management Resource Guide

All of the course materials and workbook case studies are presented in a Strategic Sales Management Resource Guide, which each student receives at the beginning of the program.