Created to meet the needs of business owners, senior leaders and sales managers, this course comprises five core modules that cover the fundamental skills, methods and processes needed to recruit, train and manage a sales team. Each module is complemented by a suite of tools and templates designed to actively support your sales management activity every step of the way.
About this course
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Effective sales management is delivered over five informative modules
Basic people management principles – applying them to sales people
Sales management has people management at its core, but beyond standard principles of management there are a range of additional dynamics when someone lives or dies by their target. We start this course by pulling together the best bits of some simple people management principles and some specific sales management principles to get workable day-to-day best practice.
Using effective forecasting and account planning as a management framework
Effective forecasting and planning across a range of short to medium term planning horizons helps define a meaningful and proactive stream of work that give salespeople consistent focus. We will show you how to build a repeatable and predictable set of methods for forecasting and planning based on tried and tested principles.
The key principles of ‘working’ a salesperson’s pipeline with them
As a manager you need to get to the bottom of what is real and what is not real in your team’s pipeline. There are ways to do this that help unlock opportunity and breed best practice at the same time. You will learn how to understand “zonal” pipeline management and obstacle identification – how to add value to the closing process for your team.
Using assessment methods to drive progress and increase skills
There is a huge risk that room for improvement in salespeople goes unchecked and that the blend of skills needed for effective performance is not looked at as a whole or until it is too late. We will focus on building a repeatable methodology for non-threatening assessment – a framework that allows both parties to see continuous progress and improvement in skills.
Effective sales recruitment
Hiring salespeople is one of the hardest things to get right – but also one of the most expensive things to get wrong. We’ll give you some tips and tricks for hiring the right people – and using the right process – with a specific focus on what you need to attract and retain high performing salespeople.
How does the course work?
Effective Sales Management features two core delivery elements:
5 modules, each of which lasts 90 minutes. Every module is delivered as a group session, with between 6-10 participants.
An hour-long 1:1 session for each delegate – these 1:1 sessions allow our hugely experienced team to understand your individual requirements and business challenges, and connect the teaching to your needs.
The Firestarter effective sales management course
We provide, full, comprehensive course materials for each module – these include a suite of functional business tools and templates for your continued use in running your business. Additionally, you will have direct and ongoing access to your course tutor throughout the programme to support with exercises and questions.
The courses are specifically designed with small cohorts so that we can focus on practical and implementable learning, with open conversation and sharing of real and relevant examples, not just theoretical and forgettable classroom content.
Each module consists of a structured 90-minute online session, with core content delivered to set an ethos and best practice for each subject. With a 50:50 ratio of lecture and practical activity, we encourage breakouts in each module, with small group sessions to drive learning, experimentation and confidence.
All modules are designed to focus on ‘real life’ scenarios, with exercises that delegates can take away to implement in their day-to-day business lives. We also ensure that the module content is connected to individual 1:1 requirements and provide in-module mentoring to assist with personal development. Enrol in our sales management course today and take your career to the next level!