Sales Management for Superior Results

More effective and engaged sales management to optimizes sales team performance

Course Description

Many sales managers achieve this position as a reward for exceptional performance as a sales representative. Many are ill equipped to perform sales management duties since the skills, competencies and behaviors required for superior sales management are quite different from those that propelled them to sales success.

This workshop focuses on the critical success factors of superior sales management, including selecting an effective sales team, motivation and team building, developmental coaching for continuous performance improvement, performance measurement and management, keys to accurate forecasting, and building a 90-day action plan for superior sales management.

Learning Objectives

As a result of successful completion of this one-day workshop participants are expected to:

• Understand the multi-faceted job of a sales manager.
• Understand the critical sales management skills, behaviors and competencies.
• Motivate teams to perform beyond expectations.
• Create and monitor key performance metrics.
• Create accurate and attainable forecasts.
• Coach sales representatives for continuous performance improvement.

Course Details

• Length: One day
• Audience: Sales managers who want to improve their sales management skills and improve sales team performance
• Optimum Class Size: 12 (maximum class size is 16 participants)
• Prerequisites: Performance in or newly appointed to a sales management role

Facilitator

Bob Nordan is a veteran sales professional, sales manager and sales executive. For over 20 years Bob has been managing sales teams, running sales organizations, and consulting with sales organizations to improve sales performance. His insight into the critical skills, competencies and behaviors required for superior sales management and his ability to coach sales managers make him a valued resource for sales improvement. Bob believes that the front line sales manager is the key to organizational sales success. However, trying to manage from the position of the “super sales person” is both frustrating and self-defeating. He incorporates a wide variety of little used skills into the effective sales manager’s portfolio and provides templates and tools for continued adoption of these skills and processes into daily sales management activities.

For additional information or to arrange a workshop

Please contact our Sales Department at: sales@ani-training.com