Can you deliver growth in diminishing or changing markets?

Whether you are a Company Director / Owner or Sales Manager; if you have sales responsibilities in an organisation then this programme is a must. The programme is the resource of information that puts clarity and understanding into this often mystical area of a business. It provides you with the information and confidence to effectively drive the sales results in the business and effectively manage sales personnel; whether a team of two or two hundred personnel.

The programme takes people through many of the aspects and situations they will encounter in their role from both a business perspective and people development skills. It will provide a clear direction of how to successfully exceed your Company's requirements on a monthly and longer-term annual basis.

Who Should Attend?

Company Directors/Owners, General Managers, Sales Managers and personnel with sales force responsibilities.

Course Modules

Module 1: The Role Of Sales Management Demystified

• Understanding the role of sales management in today's market and why traditional methods and approaches will deliver negative or minimal results
• Tasks you should not undertake as a manager
• Why most managers fail to deliver results
• Why companies fail to make the required sales levels
• Dispelling the Myths of Sales Management

Module 2: Role Requirements of a Sales Manager

• The primary focus of the Sales Manager Role
• Obtaining Market Feedback
• The impact of sales personnel on the overall results
• Roles of Sales People and their requirements
• Career Ladder for sales personnel
• Activities of Sales Managers
• Skill Requirements of Sales Managers
• Behavioural Patterns of Sales Managers

Module 3: Building Sales Plans That Guarantee To Exceed Budget

• Taking company Business Plans into the reality of Sales Plans that can produce money
• World standards in Sales Teams and Australian Standards of performance
• Defining and validation of territories through geographic and product divisions
• Identification of Sales Team personnel requirements to maximise the Company's performance
• Internal versus external personnel = the current trends in teams

Module 4: Organising A Sales Force

• Position descriptions, contracts, key performance indicators, reporting systems and compensation
• Understanding ramp-up times in sales forces

Module 5: Recruitment

• Recruitment processes that source quality personnel
• Understanding why recruitment goes wrong and how to avoid the pitfalls
• Writing successful advertisements
• Interviewing techniques and questions that will improve the quality of your candidates

Module 6: Induction of Personnel

• Why induction training is so vital to an employee's success
• Preparing for an induction
• What you need to cover during the induction process
• Pitfalls to avoid during induction
• How to increase the ramp-up time of new employees
• Creating individual Sales Plans for new employees and existing employees

Module 7: Conducting Effective Sales Meetings And General Management Of Sales Personnel

• How to plan and conduct effective sales meetings
• Timing of sales meetings and why most sales meetings fail to achieve results
• Understanding the content of a sales meeting and how to avoid communiphilia
• Day-to-day management of sales forces to achieve results consistently

Module 8: Motivation Of Sales Forces

• Why some people cannot be motivated
• Understanding that money is researched to be the lowest motivator and to your Company's advantage
• What does motivate people consistently?
• Implementation of motivational programmes

Module 9: Sales Training And Development

• Why most sales courses fail to deliver results for the organisation
• How to identify training requirements in your personnel
• How frequently training should be conducted and what are the best methods of training personnel

Module 10: Performance Reviews And Counselling

• How to conduct an effective and productive Performance Review
• How often Reviews should be conducted
• Counselling non or low performers
• Establish work practices in low performers
• Conducting Exit Interviews, Performance Reviews and counselling

Learning Outcomes

You will effectively manage the development of your Team's performance, achieving optimum results in a team environment. You will rationalise your sales development plans to increase revenue and profitability over extended periods of time.

The Mastering Sales™ Guarantee

If we cannot increase your sales by at least three times the cost of the programme and you have completed the course from beginning to end and put the majority of ideas into practice, we will give your money back in full. We guarantee to increase your Sales!

Certificate

You will receive a Certificate acknowledging your completion of this programme.

Investment

AUD $2,500.00 per person
NZD $2,500.00 per person
USD $2,125.00 per person

Please select from your relevant currency USD dollars applies to all countries outside of Australia and New Zealand.

All prices quoted below are costs per person and exclude taxes.

Conditions of Participation

This programme is subject to copyright and for attendance by the nominated participant. The programme is provided under specific conditions of use and entry to the Online Training Room. Contact the office for full details.

Registration

Register online or download a registration form, complete and fax to our office

Limited vacancies due to personal coaching.