The temptation for many sales managers is to try to create results by applying pressure. Better results come from a logical and structured approach to the role, based on a proven framework for success and an understanding of how to motivate a team towards increased performance.
“The man who gets the most satisfactory results is not always the man with the most brilliant single mind, but rather the man who can best coordinate the brains and talents of his associates.”
W Alton Jones
Managing sales includes a personality profile – all delegates receive an Insights® personal report, to help them better understand themselves and how they interact with others. Managing sales is aimed at sales managers of all levels of experience and type of role.
It is designed to help you:
- Establish an environment for achievement.
- Understand why people behave as they do.
- Achieve desired performance levels through the sales team.
- Examine forecasting and ensure sales revenue and capacity forecasts are aligned.
- Review what can be done to improve performance management of your team in the short and medium term.
- Develop your ability to enhance your team’s performance and motivation through your own behaviour and communication.
- Identify the critical activities that you as a sales manager need to focus on to create an environment for success.
- Move forward effectively.
Managing sales is structured into two full-day nonconsecutive sessions.
- Effective environment.
- Layers of inference.
- Defining performance standards, targets and measures.
- Forecasting: what and how.
- Improving performance.
- Insights® reports debrief.
- Motivation and demotivation.
- Barriers to success.
- Removing barriers.
- Review and commitment forward.