Who Should Attend
Newly appointed and experienced sales managers who need to sharpen their tools to respond to customer, team and company needs.
Objectives
By the end of the program, Participants will be able to:
Managing your team is an important part of your job as a sales manager, but it isn't the only hat you wear. You also have to manage the business side of your sales manager position. For example, you have to know how to forecast sales accurately to determine the goals that your sales team will set. Like many sales managers, you've probably asked yourself, "How do I successfully and effectively manage the business aspect of my responsibilities?" This course will help you answer that question by providing you with effective business tools. The course includes the basics of the M3 management mode model, a tool that you can use to dramatically increase your success in leading the individual members of your team. In addition, this course offers you tools that you can use to plan and to manage your sales team's activities.
Program Profile
Mode-Matching Management (M3) and Your Sales Team
- Recognize the benefits of using the mode-matching management method.
- Match each employee performance mode to its corresponding example.
- Match each management mode to its corresponding example.
- Match management modes to examples of employee performance modes.
- Assess a scenario and determine the appropriate management mode to apply to employee performance modes.
Tools for Planning Sales Team Activities
-Recognize the benefits of using tools to plan sales team activities.
- Match the steps in the sales team planning process with examples.
- Match the steps in a market assessment analysis to corresponding examples.
- Match the four elements of the SWOT analysis method to examples.
- Use the SWOT analysis questions correctly in a given scenario.
Tools for Managing Sales Team Activities
- Identify the benefits of using tools to manage sales team activities.
- Match the types of information used in sales forecasting with corresponding examples.
- Match the steps in a pipeline analysis to their corresponding examples.
- Use pipeline analysis in a given scenario.
Determining the Value of Your Time
- Recognize the benefits of knowing one's personal sales value.
- Identify the prime asset of a sale professional.
- Recognize the main principle of the Value Ladder.
- Identify the two ways to determine the value of one's time.
- Calculate the value of a specific sales professional's time.
Guiding Sales Planning Today
- Recognize benefits of understanding how sales planning works in today's knowledge Economy.
- Recognize the equations used to calculate production amount required to achieve a given sales goal.
- Calculate production amount required to achieve a given sales goal.
- Calculate the number of new calls per day, or week, required to achieve a given sales goal.
- Identify the factors for creating sales plans for diverse markets, given examples.
Time Management for the Sales Professional
- Recognize benefits of understanding time management in professional sales.
- Identify examples of a sales professional's prime scheduling criteria.
- Match the priority fields of the time management matrix with descriptions of each.
- Schedule a specified sales professional's activities.
- Identify guidelines that help make the most of time.
- Apply the guidelines that help make the most of time, in a given sales situation.
Defining an Effective Sales Team
- Recognize the benefits of building an effective sales team.
- Match characteristics of an effective sales team with examples.
- Match the four phases of the sales team development cycle with corresponding examples of team member behaviors.
Finding Sales Team Candidates
- Recognize the benefits of finding talented sales team candidates.
- Distinguish between examples of free and for-hire recruitment sources.
- Match four types of resume information with corresponding examples.
- Use resume information to evaluate a potential sales team candidate in a given situation.
Interviewing Sales Team Candidates
- Recognize the benefits of conducting effective interviews when selecting sales team members.
- Match the five steps of an effective first interview with corresponding examples.
- Apply the five steps of an effective first interview in a given scenario.
- Match the behavioral attributes that affect the success of sales team members to corresponding examples.
- Use behavioral interviewing questions to interview a sales team candidate in a given scenario.
Using a Skills Assessment Model to Evaluate Sales Candidates
- Recognize the benefits of using a skills assessment model to help select talented sales team members.
- Match the skills sets in the skills assessment model to examples.
- Match skills assessment model scoring tools to corresponding examples.
- Use the elements of the skills assessment model in a given situation.
- Evaluate information from a skills assessment model and determine the best choice for a new sales team member.
- Making Communication work