Sales Management Best Practices

Day 1: Sales management and the marketing mix

• Sales management defined

• Sales management functions

• The position of personal selling in the marketing mix

• The sales competency model

• Major mistakes sales managers make

Day 2: Planning, strategy, and organization

• Sales planning fundamentals

  • 'SWOT' analysis

  • Formulating sales strategies

  • Sales forecasting techniques

• Organizing the sales force

  • Structuring and deploying the sales force

  • Territory design, allocation, and management

  • The build-up and breakdown (territory design models)

  • Key account management: best practices

  • Account analysis methods 

Day 3: Sales process management

• Understanding the psychology of the buyer

• Characteristics of successful salespeople

• Identifying the components of the sales process

• Selling 'ASAP'

• A framework for change in the sales force

• The customer-driven salesforce

Day 4: Sales management capstone competencies

• The recruitment of a sales force

  • Recruiting and staffing of a sales force

  • Determining the number of salespeople (models)

• Training and coaching the sales force

  • Developing and conducting a sales training program

  • The field training process

Day 5: Team leadership and motivation

• The team development cycle

• Identifying team roles, strengths and weaknesses

• Coaching salespeople for peak performance

• The sales coaching process

• Leadership principles and skills

• Situational leadership

• Motivation guidelines and principles

• The motivation mix

Sales performance management

• The critical importance of setting standards

• Types of standards

• Characteristics of an effective appraisal system

• Criteria for results-based evaluations

• Qualitative and quantitative measures of performance

• Sales evaluation models