Leading Sales Teams Training

This program provides sales managers with a range of skills to

manage both the motivation and the performance of sales

teams.

Leading Sales Teams is designed to focus on the two key elements of sales

management:

1. The human aspects, such as coaching, building a culture of

collaboration and consultation and maintaining resilience, and

2. The performance aspects, such as setting and communicating of sales

targets and goals, providing consistent performance feedback based on

objective measures and leveraging market intelligence.

Easily tailored to meet the needs of different industries, products and

sales cycles, this program provides practical tools and acknowledges

the challenges of managing sales teams operating in a competitive

environment.

At the end of this course participants will be able to:

• Analyse data to provide a map of sales performance against results in order to make more strategic decisions about where to commit sales resources
• Create reports at an activity level so that necessary shifts can be made to improve pipelines or leverage greater sales
• Identify strengths and gaps and provide development opportunities in the style of selling best suited to the business
• Discuss the motivations of people who self-select into the sales profession and understand how to leverage these motivations for the benefit of the business and the individual
• Set realistic expectations (targets) and provide clear feedback and coaching on how best to achieve these
• Access resources and networks to identify opportunities and maintain a clear picture of the market
• Be able to ‘present’ or ‘pitch’ in an influential and authentic style