Practical Sales Management
Sales Management Training by a Professional Sales Manager
By Richard Mulvey
Managing a sales team is different to the usual management challenges. Good sales people are often not good employees and sometimes allowances have to be made if we are to close more sales. Every challenge is different. Sometimes we need to employ "Farmers" to develop relationships and grow the customer base. Other times we need the "Hunters" who love to close but don't have the staying power to farm. Some sales people have to be strictly controlled and others do well with no control at all. Good sales managers are aware of the difference and the need to manage these people differently.
Not only do we need to manage and motivate our people carefully but we also have to be able to develop sustainable sales strategies, control the technology around us, manage the areas the team work in and actively participate if the sale is a big one.
The Practical Sales Managers Course has been developed by Richard Mulvey to cover the essentials of first class sales management. This two day course is designed for Sales Managers, Sales Directors and any manager who has sales people reporting to them and will arm each delegate with the tools required to manage a great sales team.
The course includes the following:
- Employing the right people and developing a team
- Interviewing techniques
- The Hunters, The Farmers and the Farmer's wife
- Commissions and incentives
- Planning, organizing and controlling the sales team
- Developing a vision for the sales team
- Motivating your sales people
- Managing Change
- Developing sales strategies
- Using technology to improve sales
- Setting Goals together
- Managing Performance and Measuring Results
- Coaching and Mentoring
The course is designed to be highly interactive. There will be sales managers for many different industries on each course so we will all be able to learn how others solve sales problems and motivate sales teams. To ensure that there will be time for everybody to contribute we will limit the number of people on the course to fifteen.
The public courses are available in Johannesburg, Cape Town and Durban, but the course can also be constructed to fit your needs and run on your premises if required. The advantages of running the course on your own premises include: The use of examples in your industry, the course can be adjusted to focus on your company's needs and you can set the dates to suit you work patterns.
The investment for each trainee is R6,450 plus VAT with 10% discount if three or more individuals book from the same company.
The public courses are available in Johannesburg, Cape Town and Durban, but the course can also be constructed to fit your needs and run on your premises if required.
The advantages of running the course on your own premises include:
- The use of examples in your industry
- The course can be adjusted to focus on your company's needs
- You can set the dates to suit you work patterns.
To see courses coming later in the year click the "Look for more" link below the list. Click on "Print" to print the whole year. Click on the course to see venue, map etc.