Make the transition from a salesperson to sales manager. Get the essential skills you need to become a great manager

Highlights:
• Use DiSC® theory to understand different personality styles
• Develop your own short-range organizational plan
• Explore the 6 steps to becoming a great team leader
• Learn how to coach your team to success

Key Competences:
• Sales management skills
• Developing sales plans
• Recruiting & coaching skills
• Delegation skills
• Team building skills
• Motivating your team

Essentials of Sales Management for New Sales Managers is a 3 day hands-on training programme, highly interactive with exercises and role plays. The programme will be led by an experienced facilitator with former management experience in international companies.


Modules:

1 - Transition to Sales Management
•   Recognize some of the challenges facing managers during their transition to sales management
•   Define specific issues that affect new sales managers (team leader vs. Team player, peer vs. Managing former peers, functional management vs. People management, your style vs. Employee's style, other issues vs. Other solutions)
•   Get a fast start in your new managerial position 

 2 – Communication Styles
•   Use the DISC theory to determine various styles
•  Analyze your strengths and weaknesses
•  Analyze each salesperson's strengths and weaknesses
•  Understand the internal motivation theory—the key to motivation 

 3 –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 

4 – 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

 5 – Training for Sales Managers
•    Understand ways to improve your influence on others
•   Recognize the principles behind reinforcement
•   Utilize reinforcement to train and motivate others 

 6 – Delegation and Time Management 
•   Understand why delegating benefits managers and employees
•   Identify potential insufficient-delegation signals
•   Determine tasks that can and those that cannot be delegated 

7 - Coaching and Counseling
•   Take a positive approach to problem solving
•   Develop a win-win appraisal or goal-setting system
•   Manager your salespeople from a distance

8 - 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

You are a new sales manager. You need to quickly get the essentials skills and tools to manage your sales team, respond to customers needs and report to senior management on your progress and goals.

Typical Participants:
• New Managers