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Managing sales teams

Module Leader: Debbie Bowman

Overview: This module will give delegates confidence in using a range of management skills appropriate to getting the best from sales teams

Module Content:
Day One:
(i) Understanding About Selling

Why do clients advertise at all?
Functions and Benefits of display, classified, online advertising and promotionat events
Face to face selling and relationship building
When to choose the telephone sales route
Lead times - what are the differences betwen each of the four approaches and what is the impact on revenue?
Productivity benchmarks
What skills and behaviours are necessary to be an effective sales person?

(ii) Sales Planning

The nine stages of sales planning; from setting and evaluating objectives to monitoring and evaluating activity
Key information needed for analysis - what can be estimated and what must be factual?
Pattern of business - the 80/20 rule; how to put a strategy together for key accounts and identifying where there is opportunity for growth
Top down versus bottom up planning in the negotiation process.
The link bewteen sales planning and team/individual targets

Day Two:
(iii) People Management

Respecting the position of the sales manager
Sales team structure and its relationship to effectiveness
Understanding the pressures, including customer rejection
Common areas of conflict between the publishing and sales functions; how to avoid them or manage them when they occur
Managing a two-way flow of information
The importance of setting non-revenue objectives as part of the overall sales strategy

(iv) Motivation