The first line sales manager's job can be one of the most challenging positions, particularly when you are managing a team remotely. Many successful sales people assume that they will be good sales managers but – whereas their own sales success rested in their own hands – they are suddenly dependent on a group of individuals: individuals whose levels of ability, commitment and motivation will vary widely. 

This two-day first line sales management course starts by exploring the concepts of management and leadership and provides sound guidance about the leadership styles that are most likely to motivate sales people. It continues by outlining the real foundations of good management practice: ensuring that roles and responsibilities are well defined, clear objectives are set and detailed plans are developed. But good planning alone will not suffice; the plan has to be put into practice and implemented well. Consequently, the course will address the topics of managing a sales team remotely, supporting and coaching the team, particularly through field visits, as well as motivation, teambuilding and performance review and management.

A good mix of presentation, group discussions, self-assessment exercises and case studies will provide an interactive course that will be invaluable to those in the early part of their career as a first line sales manager.

Course Objectives

Appreciate the difference between management and leadership
Develop your leadership style to maximise team performance
Understand what can go wrong when setting objectives
Design a process for developing effective territory plans
Understand how to get the most out of team meetings
Be able to plan and structure an effective field visit
Be aware of how coaching will improve skills and change behaviour
Understand the power of motivation in a sales team
Appreciate how to build a good team
Be able to review and manage good performance and poor performance
Develop your own performance and action plan

 Course Designed for

This course is suitable for staff who are about to move into a first line sales management role or those who have recently done so. It is particularly relevant to those working with virtual or remote teams.

Course Duration

Two Days

Maximum Number of Delegates

Eight

In-House Delivery Option Available

Yes

Leadership Style

Management and leadership: are they one and the same?
Leadership style
Situational leadership – adapting your style
Managing remotely

Roles & Responsibilities

What is expected of the sales manager?
Allocating roles and responsibilities within the team

Setting Objectives and Targets

Setting objectives
How to forecast and plan for targeted sales performance
How to measure sales results
Management information

Individual Territory Plans

Territory analysis
Customers or key accounts?
Territory objectives
Detailed territory action plans

Communication

Frequency of communication
Successful team meetings

Managing Remotely and Field Visits

Leading a remote team and keeping the “finger on the pulse”
Focus of effort – low or high performers?
Giving support
Effective coaching to improve performance
Giving feedback and planning to follow-up
Sharing best practice

Motivation

Theories of motivation
What are the common motivators
Motivating salespeople
Motivating through feedback
Motivation through teambuilding

Performance Reviews

Periodic reviews against plans
Formal appraisals
Performance management and dealing with underperformance

Personal Development

Identifying personal strengths and weaknesses and creating a personal development plan

£934.13 (£795 + VAT) per Delegate.

Discounts are available if 2 or more delegates from the same organisation attend the same course.

Please read 'How much does each course cost' on our FAQ's page for details.

This is a new course and consequently there are no testimonials at present.