Sales Management
Lead a sales team that plans well and delivers consistently.
About this course
Lead a sales team that plans well and delivers consistently. Over four days you will build a sales plan linked to company strategy, design territories, set realistic targets and choose the indicators that show how the team is really performing.
You will learn to forecast with confidence, review the pipeline, recruit and motivate salespeople, and coach them to improve. A planning workshop on the final day brings these tools together into a practical plan for your own team.
What you'll learn
- Develop a sales plan aligned with organisational strategy
- Design sales territories and allocate accounts fairly
- Set realistic targets and key performance indicators
- Forecast sales and manage the pipeline
- Recruit, motivate and retain a high-performing sales team
- Coach salespeople to improve their skills and results
- Review performance and lead regular sales meetings
Curriculum
- From top salesperson to sales leader
- Responsibilities of the sales manager
- Linking sales to company strategy
- Leadership styles in sales
- Analysing markets and customers
- Setting sales objectives
- Building the annual sales plan
- Aligning sales and marketing
- Designing sales territories
- Segmenting and prioritising accounts
- Key account management
- Balancing workload across the team
- Setting realistic targets
- Activity and result indicators
- Sales dashboards
- Incentives and recognition
- Pipeline stages and conversion rates
- Forecasting methods
- Pipeline reviews
- Using sales data to make decisions
- Defining roles and profiles
- Recruiting and selecting salespeople
- Onboarding new team members
- Retaining strong performers
- Coaching models for sales
- Joint visits and call reviews
- Giving constructive feedback
- Development plans
- Reviewing individual and team results
- Managing underperformance
- Running effective sales meetings
- Sales planning workshop
Who it's for
Sales managers, supervisors and experienced salespeople preparing to lead a sales team.
Before you start
- Experience in sales or in supervising a sales team
Part of these Alalamia diplomas
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