Sales Management Program
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Sales Management Program

$689.78

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Description

Sales Management is a specialized function, which all organisations must have to ensure their sales people achieve results and hit targets.

The Simply Selling sales training program will provide a selling system which will empower sales people to achieve more sales.

As the sales manager of your business, most improvement programs revolve around you. The better you know how to implement programs, and also why most such programs fail, the more likely your ultimate success.

The Sales Management Program is a two volume set, it has 6 sections;

Sales Management Introduction.

At the conclusion of this section you will have learnt and/or accomplished the following:

(1) Understood the importance of the manager’s role in:

  • Properly explaining the Simply Selling! Program to the staff.
  • Properly assessing and answering the individual issues of each participating staff member.
  • Positively and enthusiastically supporting the Simply Selling! Program.
  • Personally participating in the Simply Selling! Program.
  • Properly implementing the Simply Selling! Program.
  • Properly monitoring the performance and results of the sales staff.
  • Planning the training program for the Simply Selling! Program.

(2) Understood, and planned for, the significance of change which the Simply Selling! Program will bring to the business.

(3) Understood the significance of staff commitment to the Simply Selling! Program and to have undertaken the various exercises so as to assess each participating staff member.

(4) Understood the absolute importance of clarity of communication within the business, not only about the Simply Selling! Program, but on all business issues.

(5) Understood the power of the coaching model in getting results for staff members over the management “yell and tell” method.

(6) Understood your individual personality, as the manager, and to have considered what individual matters may need to be improved, altered or dropped in going forward.

Focus your team

At the conclusion of this section you will have learnt and/or accomplished the following:

  • Performed an intensive review of how effectively or ineffectively they (management) are using time at present.
  • Analysed how they presently complete the various processes which make up their job.
  • Identified at least five ways they will become more productive in going forward.
  • Learned the relevance of setting goals with their sellers.
  • Learned how to set goals effectively, and have acquired a process for doing this with their sellers.
  • Understood the direct relationship between creating and maintaining their and their sellers’ focus on goals, and the achievement of those goals.

Train your team

At the conclusion of this section you will have learnt and/or accomplished the following:

  • Understood the relevance and importance of training to the business in general and the sales area in particular
  • Understood the importance of the manager’s role in promoting and supporting the training function
  • Understood the rules of training
  • Be able to determine what kind of training is required, for whom and when
  • Be able to structure a specific training session
  • Be able to conduct a specific training session

Motivate your team

At the conclusion of this section you will have learnt and/or accomplished the following:

  • Understood the actual meaning and importance of the word “motivate”.
  • Understood the importance of the manager’s role in “motivating” the staff
  • Understood what motivates and de-motivates the staff
  • Be able to conduct staff surveys so as to assess the morale levels as well as the individual needs and wants of staff members
  • Be aware of what a manager needs to do in a practical sense so as to build the morale of the staff
  • Be able to advise and assist individual staff members how to motivate themselves.

Monitor your team

At the conclusion of this section you will have learnt and/or accomplished the following:

  • Understood the vital difference between activity and result.
  • Understood the need to clarify the job outputs expected of each individual.
  • Further, you will have implemented systems to ensure that job outputs are clarified and clearly explained to each staff member.
  • Understood and have implemented a Staff Review System so as to routinely meet with each staff member to discuss results and all other issues pertaining to the job.
  • Established Key Performance Indicators for each job.

Reward your team

At the conclusion of this section you will have learnt and/or accomplished the following:

  • Understood the vital need to recognise and reward superior performance.
  • Studied the possible implementation of some 100+ ways of recognising and rewarding superior performance.
  • Understood the mechanics of implementing your very own staff recognition and reward program.
  • Understood the awesome power of “thank you”.
  • Understood the mechanics of implementing a vibrant staff involvement program.
  • Understood the mechanics of applying discipline when it is necessary.

And because this is the final section in this management series, we are going to “pull” all of the sections together by reinforcing the message that it is the management’s responsibility to ensure that staff members – individually and as a group – do not fail.

We’ll do this by examining some 14 common reasons why staff fail and what management can do to prevent these situations.

For as Leon Noone, one of Australia’s foremost experts in staffing matters says, “people don’t fail, it’s the systems that fail”.

This is a very extensive program, each section comes complete with a range of templates to help you implement the strategies recommended in the program.

The Sales Management Program will place you in an excellent position to expand and grow a successful sales team.

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