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The Power of Resilience

NEWMISA 2017 ebrochure

Managing Sales Performance
Course Objectives
Understanding the structured process of Sales Management | Steering and Managing Sales Performance | Learning the framework to leading sales teams for short term and long term results.
Course Coverage
  • Leading and managing the sales team
    • Sales Management – The resource under the command of the Sales Manager
    • Improving Sales Performance – The Result, Activity, Competency (RAC) model
    • The robustness of result targeting
    • The criticality of results, effort and activity management
  • Building the market base
    • The short term vs. medium term activity focus
    • The Mercuri Sales PlatformTM concept
    • Steering, planning, reviewing and managing the pipeline
    • Principle behind sales forecasting & opportunity closure
    • Activity management for large order pipeline
    • Sales Manager as an effort and activity manager
    • Creating a medium term and short term review and maximizing through the Sales Leadership Process
  • Leadership Development through Continuous capability improvement:
    • Managing vs coaching
    • The mindset of being a coach
    • Coaching for performance
    • Establishing a coaching process and system
    • Creating a coaching culture
  • Building a motivated team
    • Motivation vs ‘en masse’ enthusiasm
    • The principle behind motivation
    • Motivation through development
3 Steps of the course
1 Before arriving for the course
  • A case study analysis
  • A set of readouts
  • A self assessment on Sales Management
2 During the course
  • Concepts, tools, application
  • A certification test at the end of the course
  • Individual Action Plan
3 4-6 weeks after the course
  • A one hour telephone / Skype review
  • Once a month (for 3 months) special readouts on developing managerial and leadership capabilities
  • Reinforcing learning
  • Marking of the test results and certifying towards
    'MANAGING SALES PERFORMANCE – PROCESS, SKILLS AND ORIENTATION'

MISA COURSES are run by experienced Consultants of Mercuri India, who practice what they teach, as they work with discerning Clients across varied industries & geographies. Every Mercuri Consultant wears 3 hats – A Salesperson, a Trainer & a Consultant. So, when you choose Mercuri India as your partner in Learning & Development, your people learn timeless concepts & skills that work in the real world, to accelerate their performance & grow with you. Read more about MISA Open Courses that 'Take your Sales to a Higher Level'

NOMINATIONS ARE OPEN. ATTRACTIVE EARLY BIRD OFFERS AVAILABLE.