Module Eight
Sales Management and Direction

Positioning:

The Programme is aimed at providing Sales Managers and Directors with the skills, models and processes that will enable them to achieve the corporate goals through a sales team in the face of difficult conditions – i.e. against the trend.

Deliverables:

• Provides delegates with an understanding of how to evolve strategies and tactics to include in a sales promotion plan that will enable their sales teams to focus not just on maintaining existing business but developing new business. Provides delegates with more control over outcomes

Contents:

• The Role of Sales Management
• The Characteristics of an Ideal Leader
• Strategies and Tactics
• Translating Financial Goals into Activity
• Motivating and Controlling Sales Teams
• Segmentation Model
• Developing a Maintenance Plan
• Developing a Development Plan
• Conducting Skill Audits
• Planning and Template Projects

Who Should Attend?

• Recently promoted sales resources to sales management
• Senior Management who have Sales Manager / Director reports