Program Objectives:
By the end of the program, participants will be able to:
- Analyze the various principles underlying sales management functions.
- Practice human relations skills pertaining to management of sales teams.
- Demonstrate professional behavior as sales managers/supervisors with their teams.
- Apply sales competency models in interviewing, training and evaluating sales professionals.
- Manage the buyer/seller relationship and make an impact on sales productivity.
- Build a strong and competitive sales team.
This program is designed for:
Sales managers, sales supervisors and team leaders involved in leading a sales team. This program is worth 25 NASBA CPEs.
Locations & Dates:
09 - 13 Sep 2012 Dubai, English
Meirc reserves the right to alter dates, content, venue and trainer with a reasonable notice time.
One extra free place for every 2 paid nominees
Delivery Type: Group-Live
Pre-requisites: None
Program Outline
The Nature and Scope of Sales Management - A Model of Sales Management Competencies
- Traits of Excellent Sales Managers
- Market Place Changes and Selling Consequences
- The Roles of Sales Manager in Training
- Development of Sales Management in Recent Years
Targeting your Market - Competitive Analysis
- SWOT Analysis
- Market Segmentation
Sales Management Functions - The Planning, Organizing, Directing and Controlling Functions
- Sales Forecasts: Asking the Right Questions when Forecasting
- Setting and Managing Quotas for your Sales Team
- Planning for the Future
Training your Sales Team Sales - Competency-Based Training
- Develop Individualized Training Programs for your Team Members
Sales Management Skills - Attracting and Recruiting Talented Sales People
- Coaching and Counseling for Sales Success
- Motivating the Sales Team to Achieve Peak Performance
- Evaluating your Sales Team Based on Performance Results
- Standards and Key Performance Indicator (KPI's)
- Evaluating Changes in Sale, Territories and their Effect on Sales Performance
- Setting a Competitive Compensation and Incentive Scheme to Achieve Superior Performance
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Time Allocations for Sales Managers - How Sales People Spend their Time
- Wrong Sale Practices
- Helping the Sales Team Overcome Time Wasters
- Setting Priorities for Sales Visits
- Preparing Sales Visits Daily Report
Interpersonal Skills - How to Build a Winning Sales Team
- Team-Player Survey
- How to Be a Top-Producing Sales Manager
- Business Management Training for Better Results
- Change your Mindset and Change Sales Results
- Sales People Non Verbal Behavior
- Principles of Sales Greatness
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Programs 
