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Managerial Effectiveness Program

Course Aim To enable delegates to have a clear understanding of the Sales Management
role and how to become more effective sales managers. The program is suitable for experienced sales managers, as well as those who have been, or are about to be, promoted into sales management.

Course Objectives By the end of this course delegates will be able to:

List the roles and responsibilities of a Sales Manager
Describe how to get effective results from a sales team using sales plans and targeting techniques
Explain how to prepare a successful sales plan
Describe the recruitment and selection process for staff
Describe an effective interview strategy
Explain how to implement a successful training plan for the team.
List the ways to run effective meetings
Describe how to negotiate to a win/win situation
List the skills needed to tackle problems and make decisions
Explain the rewards and benefits of team building
List the skills requires for effective communication
Describe ways to improve performance appraisal skills
Detail ways to advance time management skills
Describe the techniques to improve presentation skills

Content Course content includes:

The sales management role
Sales planning and targeting
Management styles
Taking over new sales teams
Recruiting and selecting sales staff
Leadership and motivation
Setting standards of performance
Teambuilding
Problem solving and decision making
Appraising sales force performance
Field sales training
Setting team and personal goals

How the course works

Delegates are given a full understanding of what is expected of them in their role as sales managers. Over the period of the program, delegates look at the key management skills and practice their use, identifying practical solutions to a range of problems faced by them as sales managers. The program is designed to meet the needs of individual managers as well as the needs of the organisation.
Objectives are set at the beginning of the program and progress is measured at regular intervals, to ensure that results are achieved, back in the field.

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