Coaching & Mentoring for Sales Managers

COURSE OUTLINE:

Description This 1-day workshop teaches participants the fundamentals of sales team management. Participants will learn how to be successful sales managers, select sales professionals, build unity and trust in a sales team, interview successfully, train sales professionals, set performance standards, and conduct performance evaluations. Workshop activities also cover choosing a territory strategy, conducting territory reviews, developing and using sales forecasts, conducting sales meetings, and setting goals in meetings. Participants will also learn how to motivate sales team members, implement compensation practices to keep top performers, identify and improve substandard performance.

Course Content


EFFECTIVE SALES TEAMS

Managing sales
Selecting sales professionals
Building relationships
Building trust in sales teams

EFFECTIVE SALES PERFORMANCE

Training sales professionals
Sales performance
Sales meetings

MANAGING SALES TERRITORIES

A territory strategy
Conducting territory reviews

FORECASTING SALES REVENUE

Understanding sales forecasts
Developing forecasts

MOTIVATING SALES TEAMS

Motivating sales professionals
Measuring motivation levels
Improving sales performance