Managing Sales Performance

Next batch start date to be announced

The pandemic  has changed the way Sales is managed.  Are you keeping pace?  How do you as a Sales Manager exceed expectations, when your people are challenged to sell without actually meeting Customers personally?   How do you keep your people together, and keep them on their toes, without being able to 'be' or 'ride' with them 'in the field'?   As your own contact time with your bosses reduces, and shifts from 'face to face' to 'screen to screen' experiences, what are new rules of the game at play?  What are the timeless basic principles and practices in effectively Managing Sales Performance? How do they propel sales performance in the new world? Learn them all, from the Mercuri India Consultant Trainer, who faces and overcomes exactly the same challenges, daily,  as you do, as a Sales Manager.   Taking this Course has been transformational for many of today's Sales Heads and CEO's. So it can be for you and your people!

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 results targeting
  • The criticality of results, efforts and activity management

  • 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
Leadership Development | Managing Sales Performance

  • Steering, planning, reviewing and managing the pipeline
  • Principle behind sales forecasting & and 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 mind-set 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 | Entirely instructor led and virtually delivered

With classes delivered virtually, you learn from where you are!

1 Before arriving for the Course

  • A case study analysis
  • A set of readouts
  • / A self assessment on own capability of Managing Sales and People on a set of clearly defined parameters

2 During the Course

  • Managing Sales Performance - Concepts, tools, application
  • Individual Action Plan

3 After the course

    • A certification test within 10 days at the end of the course
    • Complimentary access to  one recorded useful sales skill webcast & 3 useful sales skill podcasts
    • A 30 minutes Individual Virtual Coaching/ and certifying towards  '‘MANAGING SALES PERFORMANCE-PROCESS, SKILLS AND ORIENTATION

Who should attend

Branch Sales Managers, Area Sales Managers, Regional Sales Managers. People newly promoted to, or to be promoted to Sales Managerial positions

How this course benefits participants

Developing the Remote Managerial Skills and Persona

  1. Use of Platforms and Tools
  2. Precision , Purpose and Positioning
  3. Seven key skills of Remote Leadership

Thank you for your interest in Mercuri India Sales Academy – Virtual - VMISA.  When you opt for VMISA, you get the best Instructor Led Online Sales Training experience, without the hassles of travel, and the compulsion of having to absent oneself from day to day sales activity.

VMISA Courses are scheduled on a demand basis. Course schedules are announced as and when we have sufficient nominations for an effective sales learning experience.  Please fill in the nomination form in the link below, with details of people you want to nominate.  We will get back to you to schedule a course that suits our mutual convenience. Let's make sales happen!


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