LEADING THE EFFECTIVE SALES FORCE

Overview

The sales force is a major growth engine for a firm, and a critical source of market feedback. Yet it is also a substantial investment — and one that can rapidly grow out of control. Stimulating the sales force while controlling costs is the balance you must achieve. In Leading the Effective Sales Force you will learn how to cut costs while raising sales — by analyzing your sales calls, realigning territories, shifting product or market emphasis, reallocating salesperson time, and adjusting sales force size. You will explore how to motivate and compensate sales people; manage a sales team, and third-party distribution channels through pay systems and organizational structures.

Leading the Effective Sales Force introduces you to practical tools, cutting-edge concepts, and effective sales management models through cases, group discussions, problem-solving exercises, computer-aided workshops, and interactive case presentations.

KEY LEARNING  OBJECTIVE

• Establish new ways to motivate and compensate your sales team
• Understand the interplay between corporate strategy and sales strategy
• Participate in a simulation that tests the long-term effectiveness of your strategy for major sales

 TARGET AUDIENCE

Managers with sales force responsibility, Sales Managers and Regional Managers who may be moving up in their organization, Sales Directors, and Regional Managers with sales responsibilities

COURSE CONTENT

• Modern Sales Force Management
• The challenges of today’s marketplace
• The role of the Sales Manager
• Fundamentals of Sales Planning
• A framework of sales planning
• Planning sales growth and profitability
• Managing the Sales Process
• Designing the Sales Process
• Managing Sales Territories effectively
• Coaching for improved Sales Performance
• The Sales Manager as Coach and Leader
• Coaching techniques to enhance sales performance
• Sales Performance Management
• Setting quotas, incentives and rewards for the sales team
• Measuring sales force effectiveness and efficiency
• Effective Negotiation skills

COURSE DURATION:2 Days