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the ultimate sales manager

COURSE OVERVIEW

You already excel at selling:  Now you need to develop a completely different set of skills to inspire, motivate and manage a sales team for maximum productivity and profit. 

The critical role of the Sales Manager transcends the mere tracking and reporting of statistics and has evolved into a role which requires proactive leadership, outstanding communication, effective decision making, and above all, motivating others to achieve top performance.

If you think you or someone on your team could benefit from mastering these skills, AstroTech is offering a workshop on “The Ultimate Sales Manager”.

 

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The course covers the following topics:

The Ultimate Sales Manager

  • Your Role as a Sales Manager
  • Understand and identify the critical difference between selling and managing
  • Sales Leadership Skills
  • Understanding people: the basis for sales motivation and effective communication
  • Sales Management's Best Practices
  • Identifying & recruiting a higher calibre of sales professional
  • Coaching & Training of salespeople

Achieving Team Performance

  • How to Motivate Your Sales Team
  • Motivation and Incentive Management
  • How to Handle Performance Problems
  • Understand the internal motivators of your sales force
  • Keep your team accomplishments in the spotlight
  • Measuring Return on Effort
  • Consistently raise the "Bar"
  • Determinants of sales force productivity
  • Establish a strong achievement driven sales culture
  • Establish a climate of accountability

Effective Sales Management Strategies

  • Planning for Success
  • Developing an Effective Strategy
  • Planning, Forecasting and Budgeting
  • Forecasting for Sales Managers
  • Creating short- and long-term sales plans
  • Selling Against Lower-Priced Competition
  • Means of assessing and developing pipeline health
  • Fine-tune territory analysis, design and segmentation

WHO SHOULD ATTEND

  • Sales Managers
  • Business Development Managers
  • Client Relationship Managers
  • Account Managers
  • Sales Team Leaders
  • Sales professionals looking to prepare themselves to step into a sales management role
  • Anyone with an interest in learning sales management techniques

KEY BENEFITS

  • Learn Sales Management's Best Practices
  • Identify different approaches to motivate your sales team
  • Understand how to link the sales plan to the companies financial and strategic goals
  • Learn how to set goals and monitor the performance of your team
  • How to recruit and select successful salespeople