Fundamentals of Sales Management

Synopsis

You’re a new sales manager, taking over a sales team with both rookies and pros. You also have an open territory that needs to be filled as quickly as possible. Where do you start? How do you gain the respect of your team? How can you maximize the skills of each team member? And how do you respond to your manager’s demands? In this seminar, you will gain critical-to-success management skills, from proven communication techniques to interviewing tools…from establishing an effective training program to a six-step coaching process that helps you maximize your sales team’s skills.

Special Benefits

Make a smooth transition to sales management
Win respect by building your managerial skills
Ensure your team’s productivity through recruiting, training and coaching skills
Effectively plan – and target – customers and territories
Successfully plan your logistical operations and organizational structure

Seminar Content

Making the transition to management
Understanding management communication styles
The internal Motivational theory
Developing SMART goals
Recruiting and interviewing
Creating for, and presenting information to, the salesperson
Best practices in sales skills today
Characteristics of appropriate delegation
Positive approaches to problem-solving
Developing a win-win appraisal or goal-setting system
Applying the principles of team-building
Recognizing the principles of leadership