A successful sales manager’s job is to provide clear direction and support to his/her team enabling them to excel and develop to reach their full potential. Sales managers often rise to this position from a successful career in sales. But the skills required of a successful sales manager are quite different than the skills of a sales person. This one day program will enable delegates to have a clear understanding of the successful sales manager’s responsibilities and how to become more effective in their roles in this challenging competitive business environment of today. Over the period of the course delegates will explore key leadership skills as well as the essential sales managerial skills needed for them to effectively forecast and implement effective sales plans, motivate, monitor and evaluate the performance of their people and provide the required direction and support ensuring measurable sales results from their sales teams.
Enabling objectives
By the end of this training course participants will be able to :
Outline of topics :
Are you the leader your team deserves?
What is your job?
Sales manager Vs Salesperson
Manager or leader?
Module 1: A Strategic look at sales management
Sales management is it strategic or tactical?
What are my CSF’s? – Critical success factors
Team SWOT analysis
Module 2: Sales forecasting
What is forecasting and how can it help sales performance?
Pipeline management
Follow a simple 4 step process to create a sales forecast
Module 3: Sales planning – Apply SMART model
Setting up your sales strategy
Put together the main components of your sales plan
Specify sales tactics to achieve strategy
Module 4: Sales performance management
Setting sales objectives
The 3 step sales performance control plan
Guidelines for proper sales performance evaluation
Handling the underperforming sales team member.
Module 5: Motivating your sales team.
What motivates us?
Knowing your team inside out
Understand the factors that combine and drive personal motivation
TRAINER
This course is designed for Sales Directors and Managers of Irish magazine brands across all platforms and will be delivered by Jo Collins of Sales Performance who has over 25 years’ experience in sales and sales management. Jo worked in numerous roles with Independent News & Media including Group Sales Manager, with responsibility for print and digital sales. She now works as a consultant to various companies to grow their profits, by introducing Effective Processes and Structures for their Sales Teams. Jo believes that the most competitive advantage any company has is its people. A great leader will inspire their team to dream big, learn more, do more and become more. Focussing on the development of your people is the key to future success. Jo’s approach to business growth, is very practical, and she shares techniques and tips on what has successful in her previous roles.
Date: Wednesday 19 October 2016 9.45 – 4pm
Venue: Magazines Ireland, 63 Patrick Street, Dun Laoghaire, Co Dublin
Fee: Magazines Ireland Members €249.00. Non Members €349.00
Bookings: To book your ticket go to http://salesmanagement19oct.eventbrite.ie
