Name: Certified Sales Manager
Start: 2021-10-17
End: 2021-10-21
Location: Dubai

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Course Methodology

The course relies on the use of a variety of case studies and exercises to develop a consistent approach to sales team management. Group presentations and self assessment tools will also be used to create a shared language around key sales management competencies.

Course Objectives

By the end of the course, participants will be able to:

Demonstrate traits of an excellent sales manager facing modern market challenges
Design and deliver sales strategies, organize sales territories, and use different forecasting models to optimize sales results
Appraise and train the sales team to generate increased sales and profits
Conduct effective sales coaching and counseling sessions
Use their leadership and team building abilities to improve sales and retain people
Carry out productive sales performance reviews and use a wide array of sales performance evaluation models

Target Audience

The course is designed for sales managers and directors who have a desire to increase their team’s overall performance, productivity and profitability. It is also directed towards managers who want to increase the value they deliver to their sales reps and organization. Finally, the course will be a perfect fit for sales professionals new to, or considering a move to, a managerial role.

Target Competencies

Sales team management
Sales planning
Territory and key account management
Sales coaching skills
Sales performance evaluation
Sales leadership
Team building and management
Forecasting techniques

Sales management and the marketing mix
- Sales management defined
- Sales management functions
- The position of personal selling in the marketing mix
- The sales competency model
- Major mistakes sales managers make
Planning, strategy and organization
- Sales planning fundamentals
  - 'SWOT' analysis
  - Formulating sales strategies
  - Sales forecasting techniques
- Organizing the sales force
  - Structuring and deploying the sales force
  - Territory design, allocation, and management
  - The build-up and breakdown (territory design models)
  - Key account management: best practices
  - Account analysis methods
Sales process management
- Understanding the psychology of the buyer
- Characteristics of successful sales people
- Identifying the components of the sales process
- Selling 'ASAP'
- A framework for change in the sales force
- The customer driven sales force
Sales management capstone competencies
- The recruitment of a sales force
  - Recruiting and staffing of a sales force
  - Determining the number of sales people (models)
- Training and coaching the sales force
  - Developing and conducting a sales training program
  - The field training process
Team leadership and motivation
- The team development cycle
- Identifying team roles, strengths and weaknesses
- Coaching sales people for peak performance
- The sales coaching process
- Leadership principles and skills
- Situational leadership
- Motivation guidelines and principles
- The motivation mix
Sales performance management
- The critical importance of setting standards
- Types of standards
- Characteristics of an effective appraisal system
- Criteria for results based evaluations
- Qualitative and quantitative measures of performance
- Sales evaluation models

Meirc Professional Certificate (MPC)

MPC certified courses by Meirc Training and Consulting are designed for those willing to challenge themselves and go the extra distance. Participants who fully attend an MPC course and successfully complete the test on the last day, will receive a Meirc Professional Certificate (MPC), in addition to the one they receive for attendance. MPC certificates are regionally recognized and can be quite valuable when applying for more senior roles within the organization or outside.

List of Certified Courses

Institute of Sales Management (ISM)

Meirc is a recognized center and an endorsed training partner for the Institute of Sales Management (ISM*). This endorsement is a badge of recognition for the high quality sales and marketing training courses offered by Meirc Training & Consulting. Upon successfully completing any of these courses, participants will be awarded an ISM Certificate in addition to the certificate they receive from Meirc Training & Consulting.

* ISM is the UK’s largest professional body for salespeople and is the authoritative voice of selling and the custodian of sales standards, ethics and best practice. The core mission of the ISM is to promote standards of excellence in sales and sales management and enhance the prestige, integrity and profile of the sales profession as a whole and to inspire sales and marketing personnel to greater heights of achievement. ISM qualifications are vocationally-related, globally-recognized and are overseen by the UK government’s regulator Ofqual so you can be sure they meet the highest standards.

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