Sales Management Certificate Program

You have just been assigned responsibility for an open territory that requires immediate attention and staffing. Where should you focus your efforts first? What steps can you take to earn the trust and confidence of your sales team? In what ways can you unleash the full potential and abilities of each individual on your team? How should you handle the various requests and expectations coming from your manager's office? This practical seminar teaches you the foundational management skills you need to succeed, incorporating time-tested communication methods alongside effective interviewing approaches. You will also master how to establish a strong training program, and you will learn a six-step coaching methodology that helps you bring out the best in every member of your sales team.

Certificate Programs include additional post-course resources:

• On-demand lessons to reinforce key skills
• Best practice skill refreshers
• Articles offering practical tips and tactics

Who should attend:

Newly appointed or prospective sales managers who need the tools to respond to customer, team, and company needs.

Note: More experienced sales managers should attend Advanced Sales Management.

How you will benefit:

• Make a smooth transition to sales management
• Win respect by building your management skills
• Ensure your team's productivity through recruiting, training and coaching skills
• Effectively plan and target customers and territories
• Successfully plan your logistical operations and organizational structure

What you will cover

• Making the transition to management
• Understanding management communication styles
• The Internal Motivation theory
• Developing SMART goals
• Recruiting and interviewing
• Creating for, and presenting information to, the salesperson
• Best practices in sales skills today
• Characteristics of appropriate delegation
• Positive approaches to problem solving
• Developing a win-win appraisal or goal-setting system
• Applying the principles of team-building
• Recognizing the principles of leadership

Course Outline

Learning Objectives

• Analyze Personal Strengths and Weaknesses
• Analyze Individual Team Members' Strengths and Weaknesses
• Analyze the Team's Strengths and Weaknesses
• Develop a Plan to Maximize Team Strengths
• Staff the Team Appropriately
• Train Individuals to Perform at Their Best
• Coach and Counsel Salespeople for Continuous Growth and Motivation
• Delegate to Enhance and Enrich the Salesperson's Job
• Manage Time Better
• Maximize the Effectiveness of the Team as a Whole
• Develop a Mentoring Mentality by Developing a Greater Understanding of Interpersonal Skills and the Use of Sales Data
• Better Facilitate the Discussions That Must Occur in the Presence of Nonperformance
• Establish a Managerial Support Team
• Improve Work/Life Balance

Transition and Challenges of a New Sales Manager

• Understand the Nature of Transitioning to Management
• Balance the Responsibility of Being a Manager and a Member of the Management Team

Styles and Methods of Communication That Ensure Sales Success

• Understand Others Through Gaining a Better Understanding of Yourself
• Focus Logically on What Your Sales Team Does Correctly, and What They Can Improve Upon
• Apply Knowledge of Behavioral Profiling to Communicate with and Motivate Your Sales Team

Recruiting, Interviewing, and Onboarding for Dynamic Impact

• Understand the Necessary Criteria to Make Recruiting Effective for Your Organization
• Identify Best Candidates Across Various Sources

Sales Meeting with Muscle: Getting Your Point Across

• Understand the Structure of a Well-Defined Meeting
• Learn Techniques to Run an Impactful Sales Meeting That Gets to the Point
• Discuss Time Wasters in Terms of Meetings and How to Avoid Them

Goal Setting and Sales Metrics

• Leverage Sales Performance Data as a Method for Coaching Salespeople to Greater Levels of Performance
• Utilize Your Company's Vision Statement to Drive Sales Growth Through Increased Sales

Delegation, Managing Your Salespeople's Time, and Managing Your Own Time

• Better Utilize Time Management as an Effective Sales Management Tool for Yourself and Your Team
• Understand the Immense Power of Delegation as a Training Tool as Well as a Tool to Free Up Your Time

Coaching and Counseling

• Develop a Deep Understanding of the Goals Process and How It Will Facilitate Coaching Sessions
• Understand How Coaching and Training Meld into Employee Development

Termination Tactics for Unsuccessful Performance

• Terminate Legally
• Terminate Ethically

The Underpinning of Attitude, Performance, and Motivation

• Use Motivation as a Managerial Tool for Enhancing Your Sales Team's Performance
• Discover Techniques for Cultivating Positive Sales Habits to Boost Productivity

Wrap-Up: YOU are an Integral Part of the Executive Team (Key Takeaways)

• Formalize the Notion That YOU Are an Important Part of the Executive Structure Within Your Organization
• Convey to Direct Reports That Sales Bring in the Revenue for Other Areas of the Company to Function Properly
• Motivate Yourself as Both a Sales Manager and a Leader