Leading for Sales Success!

Who Would Benefit
Any sales manager or sales director who is responsible for leading a sales team to achieve and exceed targets in a tough competitive environment. The Leading for Sales Success Training Course isa perfect programme for leading your sales team to success.

Course Description
This intense and packed training course is designed to help the Sales Managers and Sales Directors to fully understand what is required of a successful sales team leader.

In order to succeed, it is vital that they perform to the highest level themselves but also take the time to understand the wants, needs and desires of the salespeople under their direction.

The content takes the delegate through the fundamental skills of sales management and explores their own current style of managing the sales team, examine what is established best practice and determine how to develop a strategy for achieving and exceeding sales targets for themselves and their team.

CPD Points: 18
Training Course Category: Management & Leadership
Training Course Duration: 3 days
Training Course Location: Virtual, online or classroom-based

Learning Outcomes
Explain how to lead effectively and motivate a sales team
Manage your team skillfully and communicate a strategic sales vision
Demonstrate how to set sales goals and objectives
Coach effectively and offer constructive feedback
Analyse and deal with sales performance issues
The Programme Includes:
Day One:

Introduction & review personal objectives
Guest session – Joe Parks ‘Rationale behind the recommended reading’
Identifying your customer – style – type
Examination of your customer’s wants and needs
Managing expectations
Signs about market conditions
Winning at sales
A structure for success
The sales process
Planning, prospecting and forecasting
Objections, selling up and closing
Powerful communication skills

Evening project: Prepare a short presentation for the following morning answering the following questions:
As a RSM what are you prepared to bring to this team?
What should you expect from your sales team in return?
Day Two:

Recap Day One
Evening project, delegate presentations
Group and individual feedback
Managing the sales team – what exactly does this mean?
Establishing roles and responsibilities
Your role and commitments (from presentations)
Team and individual roles
Making it all work
Situational Leadership
Motivational leadership
Leading by example
Influencing and assertiveness
Leading your team to sales success
Getting the best from your team
Identifying training & coaching needs
Delivering coaching in the field

Evening project: This will come from the work done during the day

Day Three:

Recap Day Two
Evening Project, delegate presentations
Group and individual feedback
Coaching cont:
Recruiting the right people
Managing successful sales meetings
Effective time & territory management
Monitoring sales performance
Assessing good and poor performance
Formal and informal discipline procedures
Target & incentives
The golden rules of incentives
Maintaining personal energy levels
Review personal objectives
Action-planning and next steps
Guest session – Joe Parks ‘Go Get ‘Em!’



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