Strategies for New Sales Managers - Level 2

Target Attendees:

Sales supervisors and sales managers with at least one year experience in management who would like to enhance their leadership and managerial skills

Program Description:

Leading sales people is very different from other employees because they do more of their work out on the field rather than within the confines of the office. This makes it more difficult to monitor and coach their efforts. The only way their supervisors or managers would know that they are having problems, is when they fail to meet their targets, and sometimes, by then it is too late.

This advanced sales leadership seminar tackles the key concerns of managing established sales teams. The main points to be discussed are focused on performance management and coaching salespeople to achieve or even exceed their targets.

Learning Points and Objectives:

The participants will be guided on how to:

     1. Plan and support their salespeople’s account management efforts

     2. Coach their salespeople to deliver better results

     3. Maximize their sales team’s effectiveness

     4. Boost and sustain their team’s motivation to hit sales targets

     5. Set performance standards and objectives with their team

     6. Enhance their leadership and sales management skills

What makes this Seminar different?

This seminar is focused on helping the participants:

     1. Update their skills in managing their sales team’s efforts in challenging times

     2. Improve their leadership and team building competencies

     3. Learn techniques to bring out the best in their salespeople

     4. Develop a more supportive approach that works well with the different personalities in their team

     5. Create a Sales Management plan that fits their sales team


 Module 1: The Changing Roles of Sales Managers

     A. How Roles of Sales Managers have Changed

          1. Greater Pressures to Deliver

          2. Problem Solver and Problem Finder

          3. “I am the Buck” when the buck stops here

      B. The 4 Critical Roles of Sales Managers

          1. Leader and Role Model

          2. Coach, Cheerleader and Team player

          3. Strategy Developer

          4. Tactical Implementer

      C. Areas of Consideration for Effective Sales Management

          1. Strategic Focus

          2. Sales Performance

          3. Sales Challenges

          4. Capabilities and Resources

          5. Tapping Areas of Improvement


 Module 2: The Process of Sales Management

     A. Analyzing the Company’s Direction and Goals

          1. Company Objectives and Goals

          2. Sales Goals and Targets

          3. Aligning your Sales Efforts to achieve the company’s goals

      B. Sales Team Analysis

          1. Competencies and Skills

          2. Directability vs. Profitability

          3. Attitude and Behavior Problems

          4, Performance Issues

      C. Analyzing your Customers and Markets

          1. Targeting Viable Markets and Prospects with High Sales Potential

          2. Identifying Existing Customers and Markets with Sales Growth Potential

      D. Competitive Analysis

          1. Analyzing the Competitive Situation in your Territory

          2. Identifying Macro and Micro-level Competitors and their strengths and weaknesses

          3. Determining your Company’s competitive advantage

          4.Developing Action Plans to Counter-attack Competitor Moves

     E. Developing Sales Activities

          1. Setting your Team’s Sales Goals and Objectives

          2. Computing your Sales Accomplishment Targets

          3. Identifying your Sales Priorities and Schedules

          4. Developing and Communicating your Sales Activity Plan

          5. Joint Sales Planning between the Sales Manager and each Salesperson

          6. Evaluating and Monitoring the Activities


 Module 3: The Process of Monitoring and Correcting Sales Activities

     A. The Controlling and Sales Monitoring Process

          1. Feedforward Control

          2. Concurrent Control

          3. Feedback Control

     B. The Sales Funnel or Pipeline Approach

          1. Analyzing Sales Reports

          2. Evaluating Sales Results: Lost Sales vs. Closed Deals

          3. Identifying and Discussing Performance Problems with each Salesperson involved

          4. Developing Alternative Courses of Action

          5. Jointly Deciding on the Best Alternative

          6. Implementing the Solution

          7. Checking the Results: Follow-ups and Follow-throughs

          8. Mutually correcting and re-designing activities for better performance


Module 4: Creating your Sales Management Action Plan: Take-home Assignment

     A. Clarifying your Strategic Focus – Where do we Compete?

      B. Identifying Sales Performance Issues and Problems – What do we need to resolve and/or improve?

      C. Specifying your Sales Challenges – What is happening internally and externally that we need to address?

      D. Assessing your Sales Team’s Capabilities and Resources – What do we need to improve within our team? 

     E. Identifying Specific Areas of Improvement: Tactical Implementation – How do we achieve our Sales goals and objectives?