About the Course

In modern years, all businesses are now oriented to promote their customers' interests, the physical environment, and the social responsibility at the heart of all operations. This is achieved through new digital marketing applications that can effectively control all these. The successful companies nowadays are the ones that have adopted a sales function that does not only sell but also cares about what it sells. Therefore, sales and the sales manager have changed how they deal with all these new challenges.

The best salesman in many small and medium-sized businesses is the Sales Manager. Most Sales managers have promoted salespeople who have been placed there due to experience. They know how to sell, but they lack the specific management skills necessary for their success. These management skills start all over from the functions of management, what to plan and coordinate, who to recruit and lead, and finally, how to implement a clear sales strategy that can guide all the salesforce's efforts.

This Sales Management training course in Reinventing Sales Management & Selling Operations focuses on modern sales management skills to offer a complete module that includes skills to identify, measure and act towards the target markets. Skills that can build training, recruitment, and control to help the sales force evolve. Therefore, the sales manager or the prospective one will be able to act, set priorities, improve decision-making and personal leadership and be in a position to perform at all levels, providing the paradigm for the rest to follow.

Core Objectives

The delegates will achieve the following objectives:

• Develop strategies to achieve goals and plans
• Identify the distinctive role of the Sales manager within the organisation
• Explain how the Marketing and Sales system interact
• Build fruitful sales plans mastering the technology needs of the new market
• Organise and administer a modern Sales Department
• Distinguish among the various types of Leadership
• Establish performance expectations
• Master and control the art of selling

Training Approach

This training course uses a combination of interactive presentations and live discussions. These will be supported with workshops, videos, models, tables and charts to consolidate learning and discuss the practical application of the findings with the seminar provider. There will be a summary recap by the end of each day, linking up the topics to formulate a complete course. Upon request, it can include a final multiple-choice test on the material as a learning evaluation method. It is suitable for the delegates' in-class and virtual online and hybrid interaction.

The Attendees

Likewise, it will be valuable to the professionals but not limited to the following: 

• Sales Managers
• Client Service Managers
• Sales Directors
• Operation Managers
• Business Development Managers
• Sales Supervisors
• Small Business Owners/Managers
• Marketing Professionals
• Promoting Salespeople and Representatives

Daily Discussion

DAY ONE: STRATEGIC PLANNING OF THE SALESFORCE MANAGEMENT

• The Nature of Sales strategy in Business
• The successful Sales Manager Profile
• Sales Planning and Forecasting
• The Sales and Marketing Budget
• Marketing Implications of the Sales Function
• Identifying the most effective product mix

DAY TWO: ORGANISING AND STAFFING OF THE SALESFORCE

• Organising the department for the best performance
• Supervising of Operations
• Recruiting Talent in Sales
• Selecting the most Appropriate people
• Hiring and Assimilation of Recruits - Contracting
• Training and Mentoring of the Salesforce

DAY THREE: LEADING AND CONTROLLING THE SALESFORCE

• Types of Leadership: The situational and transactional types
• Directing the Sales Department
• Controlling the Sales Function
• Critical Success Factors
• The motivation of the Salesforce
• Compensating with Monetary and Non-monetary Benefits

DAY FOUR: EVALUATION OF PERFORMANCE

• From Planning to Evaluation
• Analysis of Sales Performance
• Key Performance Indicators (KPI)
• Market Share Implications
• Cost, Budget, and Profitability
• Legal and Ethical matters

DAY FIVE: SELLING TECHNIQUES

• The Selling Process
• Prospecting and Lead Generation
• Contacting Leads for business
• Cross/Upselling Presentation skills
• Overcoming Procrastinating Objections
• Closing the Sale and Negotiations