What is the difference between management & leadership?

Do you recognise the unique challenge of managing sales people?

How do you evaluate your own performance, and that of your team?

Target Group

If you lead a sales team, then this Program has been designed especially for you. Managing sales people presents its own unique challenges, and this Program explores what those challenges are, and how to deal with them.

Approach

Like all DOOR Trainings,  this training is experiential, practical and addresses the real-time issues the participants are facing when leading a sales team.

Topics

Management & Leadership of a Sales Team

How Sales People Are Motivated

Change In Thinking

A Tool-kit for Sales Managers

Performance Evaluation

Training Objectives

At the end of this training you will be able to:

1. Understand the techniques required to successfully manage a sales team

2. Gain the ability to inspire and motivate your team to outstanding results

3. Have toolkit of practical ideas to improve your personal effectiveness as a sales

manager

4. Have the confidence to tackle the hardest managerial positions

5. Evaluate your performance, and that of your team

Duration

Two Days

Program Schedule

Day One

Welcome & Introduction

Program Objectives

Personal Objectives

Sales Management Role

Sales Management

Accountability

Principles, Practices & Processes

Efficiency in the System

Sales Leadership

People, Motivation & Culture

Levels of Motivation

Identifying & Managing Resistance

Clarifying Expectations

Sales Team/Stakeholder  Needs Analysis

Analysis of  Expectations

Expectations Grid

Action Planning & Commitments 

Day Two

Welcome Back & Review

Aligning the Team

Systems, Structures & Processes

Handling Misalignment

Line of Sight

Executing the Sales Plan

Identifying Great Execution

Behaviours & Actions

Barriers to Success

Evaluating the Performance

Key Measures

Monitoring & Evaluation

Communication Planning

Action Planning & Commitments