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 set of readouts
- A case study analysis
- A live negotiating situation template
- A self-assessment on current capability of negotiation
2 During the Course
- Concepts, tools, application
- A certification test at the end of the course
- Individual Action Plan
- Preparing a plan for a specific negotiating opportunity
3 4 - 6 Weeks after the course
- A one hour telephone / Skype review
- Reinforcing learning
- Marking of the test results and certifying towards 'MANAGING SALES PERFORMANCE – PROCESS, SKILLS AND ORIENTATION'
Who should attend
Branch Managers, Area Managers, Regional Managers. People newly promoted to, or to be promoted to Sales Manager positions.
How this course benefits participants
I have learnt to map and improve relationships with Customers. I now know how to expand my Customer base, and gain visibility for future sales. I will get my team to share the good things they have done in my meetings. - Sales Manager – Multinational in Instrumentation.
My key takeaway is that I must add more new Customers while selling more to existing Customers. I also realize the importance of coaching my team, and have learnt how to do it. - Sales Manager – Leading FMCG Multinational.
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'
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