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Sales Management

Sales Management


Price :Rs : 10000 Rs

Sales management training program that provides frontline sales managers with proven skills, knowledge and tools they need to drive bottom line performance. This in-depth program includes self-assessments and covers four critical sales management abilities: managing sales performance, sales coaching, sales leadership, and recruiting and selecting sales "STARs." High Impact Sales Manager is a complete training program that includes assessment, customization, engaging training, and ongoing reinforcement.

 

 

Sales management training program that provides frontline sales managers with proven skills, knowledge and tools they need to drive bottom line performance. This in-depth program includes self-assessments and covers four critical sales management abilities: managing sales performance, sales coaching, sales leadership, and recruiting and selecting sales "STARs." High Impact Sales Manager is a complete training program that includes assessment, customization, engaging training, and ongoing reinforcement.

How Sales Managers Will Benefit

  • Improve sales results by implementing a behaviorally based performance management system
  • Learn how to prioritize management actions
  • Develop the full potential of your team with proven sales coaching techniques
  • Overcome resistance to coaching
  • Develop your leadership skills and leadership style
  • Motivate each member of your sales team
  • Build a team of high performing sales professionals

How Sales Managers Will Benefit

  • Improve sales results by implementing a behaviorally based performance management system
  • Learn how to prioritize management actions
  • Develop the full potential of your team with proven sales coaching techniques
  • Overcome resistance to coaching
  • Develop your leadership skills and leadership style
  • Motivate each member of your sales team
  • Build a team of high performing sales professionals

 

Managing Sales Performance

Role of the Sales Manager 

  • Understanding the role of a sales manager
  • Identifying the characteristics of a high-performing sales organization
  • How to create performance partnerships with sales reps

Managing Behaviors and Results 

  • Distinguishing between behaviors and results
  • Benefits of using a behavior based management system
  • Defining performance to include both behaviors and results

 Implementing the Sales Performance System

  • Benefits of a systematic approach to managing sales teams
  • Monitoring 10 Critical Success Factors for better sales results
  • Establishing performance expectations
  • Monitoring gains and gaps in sales performance
  • Determining causes of performance gaps
  • Distinguishing between behaviors and judgments when monitoring a sales rep’s performance
  • Taking appropriate management actions
  • Using Sales Performance Causes/Actions decision tool
  • Factors in setting priorities for management actions
  • Using Development Action Plans and Sales Team Performance Analysis tools

Managing the Sales Pipeline

  • Three-step process to improve forecast accuracy
  • Identifying customer-centric stage criteria
  • Tracking the velocity of your sales pipeline
  • Coaching reps to effectively advance opportunities
  • Red flags that lead to stalled opportunities

Managing Sales Performance Tools

  • Sales Performance System
  • Sales Team Performance Analysis
  • Causes/Actions Flow Chart
  • Development Action Plan

Sales Coaching

Managing vs. Coaching

  • Coaching Activity Profile self-assessment
  • Managing vs. Coaching
  • Benefits of sales coaching and how it can improve results

Developing a Coaching Mindset

  • Using the Sales Skills Profile to assess your team
  • When to use sales coaching and when to use other management actions
  • Attributes of great coaches
  • Developing a coaching mindset using the 3A’s mindset
  • Improving active listening skills

 

Discussing Performance Issues

  • Analyzing sales skills: strengths, development needs, and areas to investigate
  • Discussing development needs using the ABC model
  • Resolving disagreements

 

Sales Coaching Model

  •  Overview of five-step sales coaching model
  •  developing your coaching plan
  •  developing focused coaching objectives
  •  performing a pre-call briefing to properly set expectations
  •  Best role for a sales manager during a sales call
  •  When is it appropriate to rescue a rep on a sales call
  •  Conducting productive coaching sessions after the sales call
  •  Using coaching questions to lead self-discovery
  •  gaining a sales rep’s commitment to use new skills
  •  four tactics for overcoming resistance to coaching
  •  Factors to consider when allocating coaching time
  •  Avoiding common time allocation pitfalls

Sales Coaching Tools

  • Coaching Activity Profile
  • Selling Skills Profile
  • Development Matrix
  • Sales Coaching Plan
  • Coaching Call Observation Form
  • Coaching Mindset
  • Coaching Call Debrief Checklist
  • Sales Coaching Checklist

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