Fundamentals of Sales Management for the Newly Appointed Sales Manager March 29, 2009

You’re a new sales manager, taking over a sales team with both rookies and pros.

You also have an open territory that needs to be filled as quickly as possible. Where do you start? How do you gain the respect of your team? How can you maximize the skills of each team member? And how do you respond to your manager’s demands? In this training, you will gain critical-to-success management skills, from proven communication techniques to interviewing tools…from establishing an effective training program to a six-step coaching process that helps you maximize your sales team’s skills.
How You Will Benefit

* Make a smooth transition to sales management
* Win respect by building your management skills
* Ensure your team’s productivity through recruiting, training and coaching skills
* Effectively plan—and target—customers and territories
* Successfully plan your logistical operations and organizational structure

What You Will Cover

* Making the transition to management
* Understanding management communication styles
* The Internal Motivation theory
* Developing SMART goals
* Recruiting and interviewing
* Creating for, and presenting information to, the salesperson
* Best practices in sales skills today
* Characteristics of appropriate delegation
* Positive approaches to problem solving
* Developing a win-win appraisal or goal-setting system
* Applying the principles of team-building
* Recognizing the principles of leadership

Who Should Attend

Newly appointed or prospective sales managers who need the tools to respond to customer, team and company needs.

Note: More experienced sales managers should attend Advanced Sales Management - Level 2.
Extended Training Description

Learning Objectives

* Analyze Personal Strengths and Weaknesses
* Analyze the Individual Team Member’s Strengths and Weaknesses
* Analyze the Team’s Strengths and Weaknesses
* Develop a Plan to Maximize Team Strengths
* Staff the Team Appropriately
* Train Individuals to Perform at Their Best
* Coach and Counsel Salespeople for Continuous Growth and Motivation
* Delegate to Enhance and Enrich the Salesperson’s Job
* Better Manage Time
* Maximize the Effectiveness of the Team as a Whole

Transition to Sales Management

* Recognize Some of the Challenges Facing Managers during Their Transition Period to Sales Management
* Define Specific Issues through Which to Work

— Team Leader vs. Team Player
— Peer vs. Managing Former Peers
— Functional Management vs. People Management
— Your Style vs. the Employee’s Style
— Other Issues vs. Other Solutions

* Get a Fast Start in Your New Managerial Position

Communication Styles

* Analyze Your Strengths and Weaknesses
* Analyze Each Salesperson’s Strengths and Weaknesses
* Understand the Internal Motivation Theory—the Key to Motivation

Objectives and Planning

* Identify the Three Types of Plans
* Develop a Short-Range Organizational Plan
* Understand the Seven Characteristics of a Good Plan
* Develop a Territorial Plan

Recruiting and Interviewing

* Plan for the Best Match for the Open Position
* Recruit Qualified Salespeople
* Interview to Determine If the Candidate Fits the Plan
* Interview to Determine Functional Capabilities
* Make a Complete Offer

Training for Sales Managers

* Understand Ways to Improve Your Influence on Others
* Recognize the Principles behind Reinforcement
* Utilize Reinforcement to Train and Motivate Others

Delegation and Time Management

* Understand Why Delegating Benefits Managers and Employees
* Identify Potential Insufficient Delegation Signals
* Determine Tasks That Can Be and Those That Cannot Be Delegated

Coaching and Counseling

* Take a Positive Approach to Problem Solving
* Develop a Win-Win Appraisal or Goal-setting System
* Manage Your Salespeople from a Distance

Team Building

* Define the Characteristics of a Team
* Apply the Principles of Team Building
* Run Team-based Projects
* Recognize the Principles of Leadership
* Understand the Six Steps to Becoming a Team Leader

Case Study

Official Website: http://www.focustraco.com/index.php/tm-training-schedule/details/70-107202