Leading High Performing Sales Teams

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