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Course Description

The secret lies in a combination of determination, flexibility and agility

How can sales managers use unexpected events to drive performance?

How can they continue to deliver sales results and retain their teams in these troubled times?

By riding the market wave and staying on track for their objectives!

Course Objective: 

• Drive the team's sales performance in an ever-changing environment
• Use sales management tools flexibly and sensibly
• Mobilise and motivate your sales people around an objective 

Programme 

The sales manager's role

• Managing in an unstable commercial environment
• The sales performance model

Managing issues

• Measuring the impact of issues on the business and the team
• Being flexible to maintain performance targets
• Using issues to improve performance

Recovering from the unexpected

• Spotting opportunities
• Defining short-term priorities
• Brining the sales action plan to life with the team 

Motivating the team

• Using sales meetings as a key tool to motivate the team
• Enforcing new priorities

Maintaining individual engagement

• How to motivate individual team members
• A tool to develop team engagement and performance
• Using meetings to strengthen engagements 

E-learning modules you will receive with this course: 

• The role and attitudes of successful sales managers
• Successful commerical meetings
• Managing your sales activity through uncertainty and change
• Managing sales activity through uncertainty and change
• Motivating your sales team action 

Who can benefit:

• Front-line and second-line sales managers
• Regional directors, area managers
• Managers of key account managers
• Mobile sales-force managers
• Sales-office managers
• Call-centre managers 

Course Duration

2 days + 5 E-learning modules