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Sales and MarketingLeading High Performing Sales Teams


  • Back
  • United StatesNew York
  • 20 - 24 Mar 2023
  • 20 CPD hours
  • $6,100.00
  • Overview
  • Course Outline
  • Scheduled Dates

Course Overview

Getting the most out of your sales team is an essential part of ensuring your business achieves its full potential.

Salespeople operate in a stressful environment where they are frequently exposed to rejection and frustration. Along with ensuring your sales staff have the right skills and attitudes, you need to support them and keep them motivated to ensure success.

Objective:

By the end of this interactive training programme, you will be able to:

  • Define the key functions of a sales manager.
  • Manage your sales team more effectively.
  • Adapt your leadership style to suit the situation or individual.
  • Set meaningful objectives for individuals and the team as a whole.
  • Design incentive programs that produce the desired results.
  • Use sales meetings to increase team enthusiasm and boost performance.
  • Manage under performance effectively.
  • Keep top performers motivated.
  • Develop your team’s skills through coaching.
  • Recruit the right people for the team.
  • Plan sales team activity to ensure the sales plan is achieved.
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Course Outline

Module 1 - Introduction to Sales Management

  • 21st Century Sales Management
  • The key sales management activities that underpin success.

Module 2 – What kind of leader do you want/need to be?

  • Personal goals and vision
  • Management v Leadership
  • Situational Leadership

Module 3 - What kind of team do you want?

  • Determine the size and shape of your team.
  • Identify the skills required
  • Personality/attitude
  • Product/market knowledge
  • Experience
  • Motivation
  • What learning and development is needed?

Module 4 - Recruitment

  • Attract the right people with the role itself, reward and incentives
  • Interview
  • Agree terms
  • Appoint

Module 5 - Training and development

  • Induction
  • Training
  • Coaching
  • Performance monitoring and continuous feedback

Module 6 - Team objectives

  • Set sales targets with your team
  • Set stretching but achievable targets for individual accounts, individual team members and different sales teams.
  • Agree key performance indicators
  • Allocate responsibility for different accounts, products or geographical territories

Module 7 – Manage and Develop Performance

  • Monitor individual performance through observation, agreed KPIs and review meetings.
  • Recognise strong performance and deal with poor performance.
  • Appraisals

Module 8 - Organising the team

  • Agree priorities in terms of products/services, customer type and market.
  • Agree a sales budget.
  • Ensure the team are clear about sales margins and pricing.
  • Empower the team to negotiate discounts and set clear boundaries.
  • Sales reports
  • Team meetings

Module 9 – Resourcing and providing the right tools for the job

  • Sales materials and support
  • Promotional material
  • Documentation
  • CRM and database management

Module 10 - Motivating the team

  • Create excitement around the product/service
  • The power of recognition
  • Reward and the dangers of getting it wrong
  • Work to minimise stress levels among employees.
  • Plan social events and team building activities 
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Schedule & Fees

2+1Offer

Get the most out of group training with our special discount! Register 3 of your participants together on the same course and only pay for 2.

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Location

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  • Dubai
  • London
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  • Management

5 Days 20 CPD hours

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New York

New York

$6,100.00

  • Management

5 Days 20 CPD hours

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Prague

Prague

$4,900.00

  • Management

5 Days 20 CPD hours

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London

London

$4,500.00

  • Management

5 Days 20 CPD hours

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Dubai

Dubai

$4,900.00

  • Management

5 Days 20 CPD hours

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London

London

$4,500.00

  • Management

5 Days 20 CPD hours

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London

London

$4,500.00

  • Management

5 Days 20 CPD hours

Register Now
Dubai

Dubai

$4,900.00

  • Management

5 Days 20 CPD hours

Register Now
Dubai

Dubai

$4,900.00

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Employees of professional or formally regulated bodies are generally expected to have CPD accredited training. This type of accreditation ensures that the training is knowledgeable, informed and constantly updated. It ensures our standards as a company are kept high and consistent.

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    Our courses are delivered by highly experienced industry experts

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    Recognition

    All our courses are accredited by the CPD Standards Agency

Frequently Asked Questions

How can training courses be used as a company benefit?

Training is hugely beneficial to both yourself and your company. It enables you to employ new technologies, increases your productivity and enables you to be more autonomous. Have a look here at our infographic on the importance of training and development!

How often do you update your course content to ensure relevancy?

Our course content is constantly reviewed and updated to ensure we stay up to date with all the latest trends. After every course is completed we review the feedback and improve the material where necessary.

Do you keep your classroom environment and instructional methodologies current with today’s real-world workplace?

Yes, we focus our training on ‘real-world’ scenarios and our trainers are all highly experienced and skilled in their relevant fields.

Are your courses eligible for professional certification?

Yes, we offer certification with all our courses, every course is entitled to CPD (Continuous Professional Development) hours which you can put towards your professional portfolio.

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Leading High Performing Sales Teams

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  • 20 - 24 Mar 2023
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