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

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'