Tel: 0844 394 8877
Sales Skills > Courses
This programme starts by covering how to hire good quality sales people by using key competencies and, having hired them, how the competencies can be used as the basis for ongoing development. The course then goes on to look at feedback and coaching strategies for motivating employees as well as how to develop a sales culture that will boost team performance. The final part of the programme is to review the tools needed to plan, direct and monitor the activity of the sales team as they carry out their work.
By attending this two-day highly interactive course you will:
All existing and potential managers who want to acquire a methodical and professional approach to managing their sales teams.
The phrase the ‘inner game’ is a term borrowed from sports psychology. It is a reference to the fact that what is going on inside a person’s head (their state of mind) is crucial to good performance. Here we consider the role perception and beliefs of expert sales managers.
A good sales team is made up of good individuals, so if we hire a high potential candidate in the first instance it makes hitting the sales targets that much easier and more enjoyable for all concerned.
Once a person has been hired they need to be given appropriate training so that they can start to be effective in the shortest possible time. They then need to be given feedback on their performance so that success is rewarded and weaknesses are addressed. The use of competency profiles to structure the training and give the feedback makes this process efficient, fair and consistent from person to person.
Counselling interviews need to take place when a sales persons performance is consistently below target or there is a sudden and unexplained change in the sales person’s behaviour. The initial aim of counselling interviews is to identify the reason why a ‘problem’ is occurring and then to offer help and support so that the individual concerned can address it e.g. by offering coaching
One source of sales excellence is the use of superior coaching skills to develop talent. Here we look at the GROW model as a simple, direct and effective coaching process that can get the most out of the sales team.
Every work group (including sales teams) operates in accordance with a set of values or ‘house rules’. These values, which can be implicit or explicit, specify ‘how we do things around here.’ Expert ales managers make sure that the code of conduct that the team operates to is explicit, agreed and will drive outstanding sales results.
An important part of what it takes to motivate a sales team is to give them regular feedback on performance and to provide a forum for debating issues and concerns. In this part of the programme we look at running powerful and meaningful team sessions.
This part of the course focuses on how to segment the customer base, decide the size of the sales force, allocate territories to the sales team and to set targets.
The sales aids, which are developed in order to achieve a consistent approach during the sales process, are intended to allow the sales people to deliver compelling messages to the customer base in a targeted and professional manner.
Activity management is about tracking the work of the sales team as they go about their work on a day-to-day basis. It involves identifying trends and patterns and taking corrective action where this is appropriate.
Feedback is based upon peer reviews using Boulden assessment checklists. Completing the assessment checklists is not only valuable to the people involved in a given case study, or exercise, it also helps those completing them to gain an in-depth understanding of the building blocks that make up an excellent sales management.
To talk to us about our range of courses contact
Boulden Management Consultants:
via our Contact form
Tel: 0844 394 8877