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Sales Team Leadership – 2 + 2 Days

Sales Team Leadership

This course is designed to bolster the leadership skills of Sales Managers.  It’s filled with new ideas, processes and techniques to manage a sales team. It focuses on building sales leadership and managerial skills and know-how, because leading a sales team is different. It has been designed by Sales Managers for Sales Managers and delivered by Australia’s leading sales trainers.  It gives particular attention to the role of the Sales Manager as a leader in today’s fast paced, competitive environment.Meeting

The theme for the program is leadership, proactive sales management and taking control.

World Class Training

For far too long, people have believed that selling is an art.  The philosophy has been that ‘good sales people need to be given space to perform’.  The ‘art-factor’ surrounds the salesperson’s ability to build rapport and therefore relationships.  This art (if it is an art and not a skill that can be learnt) can be improved through training and practice, and even so, is only one factor in a successful salesperson’s repertoire.  It is our proposition that to kick-start a sales performance improvement program a different type of management is needed than has been traditionally applied in the sales arena.

On this course sales managers will learn to concentrate on managing their team’s sales activity.  It is a proposition that success in sales management occurs through a focus on sales activity in three areas.  1) Establishing the correct level of sales activity, 2) Directing sales activity to the right people, 3) Improving the quality of selling activities.

Learning Outcomes

The prime outcome from this program is a to give Sales Managers the confidence to lead, plan, manage, coach and motivate their sales team.

Accompanying this will be skills and knowledge to develop a sales plan that enables them to demonstrate to their management and to their team that they are in control and willing to be accountable for the success of their team’s efforts and results.

Who Will Benefit

Any experienced member of a sales team whose current or future responsibilities include preparing a sales plan, then leading and managing it through to successful completion.

Behaviour Profiling

On this course you will learn how to profile yourself, your team members and your customers based on four key behavioural profiles.  You will achieve this by first learning your own behavioural preferences, then how to identify similar tendencies in others.  Finally, you will learn how to adjust your style to be more effective when managing, selling, coaching, delegating, negotiating, planning and implementing your account strategies.

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Sales Leadership and Management Today

Setting the Scene

Behaviour Modelling

Understanding Self, Behaviours & Others

Adjusting how you communicate to be more effective

Change Management – Lewin’s Model

The Square Wheels of Continuous Improvement

Planning and Control

The Planning Cycle and the Sales Plan

Using KPIs to Monitor Performance — Leading and Lagging Indicators

Sales Forecasting

Job Specifications

Accountability

Sales Performance Audit – Who owns the problem?

Strategies to Isolate Management Issues Affecting Sales

Fixing Problems Not Symptoms

Leadership

Differences between Leader & Manager

How to Motivate Sales People

Motivating a Sales Team

Mapping Motivators to Goals

The Power of Delegation

Delegation Do’s and Don’ts

Self-Assessment

What is Delegation?

Five Levels of Delegation

Performance Management & Improvement

The Performance Management Process

Goals

Giving Feedback

Performance Appraisals

Planning the Performance Appraisal Discussion