Managing Sales Team For Effective Result

March 26-27, 2020

OVERVIEW

Businesses need sales to stay alive in the same way that humans need water. Without sales, your business will die.  Running a sales team is hard work. Managing a sales team is no easy task. You have the potential to either make or break your sales reps. Effective sales managers recruit top sales leaders, provide them with the tools they need to bring in sales and watch the numbers grow, they are the backbone of your business. But it isn’t always as simple as that. This course equips you with disciplined approach and strategies to help you manage the best sales team. The program will cover everything from basic fundamentals to the latest trends, and you will develop your own strategic plan to take back to your organization.

KEY LEARNING OBJECTIVES

The objectives of this program cannot be over emphasized; participants will learn how to

  • Design a “customer-focused” sales presentation
  • Apply best practices for conducting individual and team performance reviews
  • Implement a strategy to optimize key accounts and market penetration   
  • Develop the skills to better motivate and lead sales team members
  • Conduct productive sales training and administrative meetings

Benefits to the organisation include:

  • Streamlined process for recruiting, interviewing and training salespeople
  • Enhanced professionalism image in the marketplace
  • Increased revenue growth through higher sales effectiveness
  • Higher level of team morale and reduced employee turnover
  • Improved customer satisfaction and retention
  • Expanded market penetration through greater sales territory management

Benefits to the Participants – You will:

  • Be able to use listening and questioning skills to improve communication effectiveness
  • Have the persuasion skills to negotiate win-win outcomes
  • Know how to train, coach and mentor salespeople to increase sales   
  • Understand the strengths and weaknesses of their leadership style
  • Have the tools to recruit and retain successful salespeople
  • Be able to use recognition and reward programmes to build teamwork

TRAINING LEARNING CONTENT

 

Leadership and Communication Skills Development

  • 7 Leadership Traits of Highly-successful Sales Managers
  • Identifying and Overcoming Communication Barriers in the Workplace
  • Enhanced Listening and Questioning skills to Improve Communication
  • Techniques for Providing Constructive Feedback
  • Interpreting Key Body Language Gestures   
  • Assessing Your Leadership Style’s Strengths and Weaknesses

Improving Sales Team Effectiveness

  • Understanding Consumer Behavior: 5 Reasons Customers Don’t Buy
  • Dr. Cialdini’s Principles of Persuasion
  • Designing a Powerful “customer-focused” Sales Presentation
  • Techniques for Maintaining Your Customer’s Interest and Involvement
  • Step-by-Step Process for Effectively Handling Customer Objections
  • Territory and Key Account Management to Maximize Market Penetration
  • New Business Development Planning

Principles for Recruiting and Retaining a High-Caliber Sales Team  

  • Characteristics of Successful Salespeople
  • Recruiting Top-producing Sales Professionals
  • The Importance of Pre-interview Preparation and Planning
  • Best Practices for the Interviewing and Hiring Process
  • Is your sales team ready for takeoff? 
  • Applying Team Building Principles

Best Practices to Reward and Motivate Your Sales Team       

  • The Impact of a Positive Mental Attitude
  • Factors that Motivate and Demotivate People
  • Sales Contest Ideas to Increase Sales and Promote Teamwork
  • How to Turnaround Under-performing Salespeople
  • Keys in Conducting Effective Sales Meetings   
  • Designing Award and Recognition Programmes  

Essential Coaching and Mentoring Skills  

  • Goals Setting Principles for Continuous Improvement
  • Handling the Negative Impact of Rejection and Setbacks
  • Mentoring and Coaching Salespeople to Achieve Peak-performance 
  • Change Management Best Practices
  • How to Manage Your Time to Increase Daily Productivity
  • What is your Action Plan?

DELIVERY MODE:

Our approach is a unique blend of lectures reinforced through the application of discussions, videos and real case reviews. Participating organisation will be assessed independently.

TARGET AUDIENCE IDENTIFIED

This training course is suitable to a wide range of professionals but will greatly benefit:

  • Sales and Marketing Managers
  • Sales and Marketing Directors
  • Sales Trainers
  • Salespeople Transitioning into Sales Management

INVESTMENT IN KNOWLEDGE                                                          

N75, 000.00, this fee covers expert tuition, training kits, souvenirs and feeding (tea break, lunch (buffet) throughout the duration of the Programme

OTHER DETAILS

Venue:             2nd Floor

Lagos Chambers of Commerce & Industry Building (LCCI)

Bola Tinubu Way, Beside Marwa/MKO Garden

Alausa Ikeja,

Lagos,

Date:               March 26-27, 2020

Time:               9a.m. Daily

HOW TO REGISTER

E-mail: training@spcpatternsconsulting.com

Call:  +234 805 444 8597 +234 902 500 0134 +234 809 631 1690  

Pay in favour of SPC PATTERNS CONSULTING into the following banks
GTBANK – 0003651617
FCMB – 2733813011

Print & Send Brochure form with a draft in favour of SPC PATTERNS CONSULTING

FURTHER INFORMATION

  • Certificate of participation exclusive to all participants
  • Subscription to this program is currently open and will stay open until one week before the course.
REGISTER
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