Effectively Managing Your Salesforce

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Blended
In Person: The Dubois Center
On-site at Organization
Online
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Program

Sales skills and management skills are two different things. Sales management is another thing altogether. Sometimes top performers in sales are promoted with good intentions. However, what makes you a top sales performer does not necessarily make you a top sales manager. Conversely, what makes you a top manager may not make you a top sales manager without understanding what it takes to manage a productive sales force. This course will give participants the skills to manage, encourage and see exceptional results from their salesforce.

What Participants Will Learn
  • Define the characteristics of superior sales people
  • Recognize different sales styles
  • Read your people and communicate with them via their preferred communication method
  • Develop and maintain your sales culture
  • Create brand loyalty and manage your market area
  • Set product and performance expectations
  • Address individual goals and communicate high expectations
  • Measure performance and provide feedback
  • Motivate your sales force and overcome sales slumps
  • Evaluate your needs – skills, knowledge and attitudes required for your sales team
  • Utilize hiring tools – what’s available and how effective are they
  • Incorporate key motivators – why and when money is and is not the best motivator
  • Manage (and measure) sales meetings for efficiency and effectiveness
  • Hold effective sales meetings with a geographically scattered sales force