SALES MANAGEMENT & PRESENTATION SEMINAR (Skills & Techniques for Sales Management)
Venue: Victory Services Club
|Event Date/Time: May 20, 2013 / 10:00 am - (GMT)||End Date/Time: May 24, 2013 / 6:00 pm - (GMT)|
|Registration Date: May 10, 2013||Time: 18:00:00(GMT)|
|Early Registration Date: Mar 25, 2013||Time: 18:00:00(GMT)|
SALES MANAGEMENT & PRESENTATION Skills & Techniques for Sales Management SEMINAR (5days) GENERAL OVERVIEW
As a Leader in an organisation, you sometimes find yourself in charge of a sales team full of both professionals and novices? Then your greatest worries will be to perform and also get the whole team performing as well. Most of the time you are not even sure where to start, how to motivate everyone to sell, or how to set challenging but attainable sales targets. The next line of thought for you then is how do you train and increase the skills of your team? How do you get their respect?
Fresh Start Consultancy has designed this 5day seminar for Managers and Sales Executives to have the opportunity to listen to and share experience with management experts who will provide you with the sales management skills and techniques to get your team performing.
The aim of this seminar is not just to come and listen but to acquire practicable skills that can be transferred to your individual organisation. This seminar has been designed for Sales Managers and Executives who desire quality techniques and skills to generate a better sales performance of their team. BENEFITS Some of the topics to be considered and discussed at the seminar include the following;
- Earning the trust and respect of your team
- Increasing your team's productivity through learning effective sales training and coaching skills
- The duties and the role of a successful sales manager
- Setting targets and objectives with your team
- Setting up and running effective sales meetings
- Motivating different personality types
- Fostering a team spirit of high performance
- Coaching your own sales team
- Settling disputes and disagreements in your team
- Effective management skills
- Putting together a sales plan that guarantees success
By the end of this seminar, delegates will be going back to their work place with a portfolio of knowledge and enriched skills necessary to drive their organisation forward.
Introduction & Objectives
Qualities of an Effective Sales Manager
Here we look at the difference between sales management and sales leadership, what aren the key responsibilities of a sales manager? What makes an outstanding sales manager from the average? What should you be doing? What shouldn't you be doing? How do you spend your time at the moment and what you should be spending it on!
Exploring Your Sales Managerial Style & Potential
Take a managerial assessment to find out what your preferred sales management style is and what it means to you and your sales team back in the workplace.
Sales Coaching & Feedback Skills: We will discuss how to coach and give feedback to your team members to help their personal and professional development. We will discuss different models of coaching and how to give positive and constructive feedback to apply to the situation. i.e. formal coaching sessions, on the job coaching, reviews etc
Communication & Influencing Skills
Learn how to be a master communicator and how to get your point across in a clear, concise and positive manner with your sales teams. Learn the importance of non-verbal communication and how to influence others to see your point of view so that you sell your idea effectively!
Recap and the day ahead
Managing Sales Performance
Learn how to set sales goals, objectives and put development plans together with your staff. Learn how to review sales performance and how to manage under-performers. Learn how to deal with difficult people in an effective manner. Learn how to keep high sales achievers.
How To Run Highly Effective Sales Meetings
This key session will provide you with the ideas and the structure to make your sales meetings focused and productive. You’ll be provided with ideas, recommendations for the structure of each meeting, how to keep them on track, how to analyse the figures and ways to brainstorm new approaches.
Building High Performance Sales Teams
Building highly effective and performing sales teams is an essential objective in your role. Learn how to gel all of the members in your sales team to work together and to exceed all targets that are asked of you.
Motivation Skills & Understanding Others
Learn what makes people tick and what gets them out of bed in a morning and how to use this to your advantage. Learn how to elicit your sales team's motivations, values and beliefs and how to tailor your communications with them to motivate them to do an outstanding job in all that they do.
Recap and the day ahead
Time Management & Delegation Skills
Managing your time and juggling workloads is a difficult task. Learn how to prioritise your work and know how to manage conflicting priorities. Gain an appreciation of the difference between "importance" and "priority" and how to effectively delegate your work.
Understanding Your Own Managerial & Learning Styles
To succeed as a manager, it is essential that you understand yourself and others. We will be taking some assessments and tests and get feedback on your own style and what it means to you and everyone in your team.
How to Run Meetings
Learn how to chair team meetings so that you use the time available to maximum effect. Learn how to plan, structure and deliver meetings. Learn how to get action from the discussions and how to deal with team members who are either waffling on or are contributing to the detriment of the meetings objectives.
How to Run Effective Appraisals
Learn how to formally review someone's performance based upon objective and subjective performance measurements. Learn how to prepare fully and how to manage staff that do not agree with your assessment of them!
Recap and the day ahead
Your team will no doubt go through many changes within your company whether they be product development, IT enhancements or ways of working. Learn techniques and strategies to ensure that the change is accepted within your team and how to manage it's impact effectively.
How to analyse problems and make better decisions
Problem solving and decision making can be learned just like any other type of skill. The ability to recognise problems, gather data, develop alternatives and chose a solution is a critical part of a manager’s responsibilities. This session will examine the theory and techniques relating to the decision making process. Techniques and methodologies for assisting individuals in problem solving and decision making will be covered.
Networking and Social Outing
Dinner Party and Departure