Managing Sales Team

OVERVIEW

This training course teaches the fundamentals of sales team management. Delegates will learn how to be successful sales managers, select sales professionals, build unity and trust in a sales team, interview successfully, train sales professionals, set performance standards, and conduct performance evaluations. Course activities also cover choosing a territory strategy, conducting territory reviews, developing and using sales forecasts, conducting sales meetings, and setting goals in meetings. Delegates will also learn how to motivate sales team members, implement compensation practices to keep top performers and identify and improve substandard performance.

OBJECTIVES

By the end of this training, participants will be able to:

• Understand key principles in managing a sales team in today's business context

• Analyze current issues and apply best practices in sales force management