Introduction
Productive sales people are hard to find. Skills development and motivation are the only ways to maintain continuous success. The Sales Manager's role is to develop a highly skilled and productive sales team.  In the end, nothing else will matter.

We will show you how to: keep your under-achiever focused, get your new recruit producing fast and keep your ‘stars’ performing.

Typical Objectives:

	Understanding the duties and responsibilities of the sales manager
	Setting objectives and behaviour standards
	Monitoring performance and coaching for sales success
	Building a motivated team that will deliver outstanding results month on month
	Successfully applying your new leadership and sales management skills to your own role

Sample Programme
Successful managers realise that “you cannot do objectives .... only activities”. They are skilled at assisting their staff in converting their objectives into day to day activities. They know that if they focus their staff on the activities that led to achieving the objectives, the results will look after themselves.

Outline

	Welcome and introduction
	The Sales Manager as leader - the skills and qualities of the role
	Interviewing and selection - ensure you only recruit a high performing sales force
	Sales planning and forecasting - having your sales team manage their pipeline
	Measuring and monitoring performance - establishing your achievement driven sales culture
	Coaching and motivating your sales team - the skills and behaviours needed by leaders to coach and motivate the team
	Managing 'team' and 'one on one' meetings - strategy, content, timing and delivery of these key events
	Talent management - planning the structure of the team to meet future business needs
	Action planning

Activities to consider:

	Achieving Results through People
	Diploma in Business Competence
	Modelling Top Performers
	Performance Coaching

Satisfaction
Rating
2007

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