The work of sales managers and commercial leaders is increasingly demanding. On one hand, they must meet the company’s requirements, and on the other, they must manage salespeople with different ages, profiles, attitudes, and motivations.
This course is aimed at those salespeople who will be promoted to sales managers, and for those sales managers who want to improve the management of their team so that they systematically achieve the goals assigned to them.
The objectives of this course are to establish the conceptual foundation of sales team management, transferring commercial planning methodology and people management.
Course aimed at those salespeople who will be promoted to sales managers, and for those sales managers who want to improve the management of their team.
Course Content Index
1. Introduction to the course and its objectives.
2. Basic elements that make up sales team management.
3. From management by spurts to management by objectives.
4. The sales team’s commercial planning. How to make salespeople systematically achieve the goals assigned to them.
5. The composition of the client portfolio. Analysis and decision-making.
6. Creating action plans for each salesperson.
7. Implementing the one-on-one meeting as a tool for tracking agreed action plans.
8. Evaluating my team’s performance.
9. Development plans for my team.
10. Basic concepts of motivation and sales teams. Emotional intelligence applied to sales teams.
11. CRM applied as a sales team management tool.
Methodology
In-person: The deductive training methodology “Learning by doing” will be used, where participants not only acquire new knowledge but also practice it in the classroom. Additionally, case studies, questionnaires, movie scenes, assignments, group discussions, and role plays will be utilized.
Online: The training courses in online format are developed using the Flipped Training methodology, which combines live sessions with a specialist trainer via webinar, with situation analysis, discussions, and group work carried out by participants both individually and collectively. Its compact format allows for maximum utilization of the sessions and compatibility with professional obligations, ensuring a quick transfer of the knowledge learned to the workplace.
Target Audience
- Sales managers, commercial managers, Business Unit Managers.
- Professionals who are about to be or have been promoted to a new position or responsibility.
- New hires.
- Professionals who want or need to update their professional performance.
- Professionals without prior specific training.