Productive Sales Activity Management (Presential)

The role of a Sales Manager is to ensure that objectives are met. And to do that, every salesperson on his or her team must be active, focused and effective. You can't manage sales. It is the activity and performance of the salespeople that must be managed. And this, in an intelligent, human and motivating way...

Objectives
  • Ensuring the achievement of sales objectives through relevant and regular planning of salespeople's activities, and through the development of their organizational skills
  • Educate and motivate salespeople to implement key success factors in managing their territory and their customer and business portfolios
  • Motivating and developing salespeople to succeed

Participants
  • Sales Managers
  • 12 participants max.

Prerequisites
  • Mastery of sales techniques
  • Responsibility for a sales team

Programme
The principles of motivating sales management
  • Planning and coaching activities to guarantee results, factor no. 1 of sales motivation, and supporting skills developments.
  • Educating and motivating sales person to become the primary actor in their own success.
The sales results of your team members
  • Static and dynamic analysis of sales results
  • Analysis of the salesperson's customer and business portfolios
  • The principles of root cause analysis

Your salesperson's capabilities and activities
  • The importance of defining activity "standards" and KPIs
  • Analyse capabilities (knowledge, skills & motivation)
  • Define the best possible action plan to achieve the objectives

Conducting a motivational activity management meeting
  • The diary of the specific 1to1 ‘EDQ’ management meeting
  • Situational management: choosing your communication style
  • Conducting the interview in a motivating way
  • Raising awareness of gaps and corrective actions
  • Selling the right action plan to your sales people
  • Getting the best out of each of our sales people
  • Role-play training

Methodology
  • Role-playing to make each person aware of his or her practices that need to be improved
  • Inductive facilitation to encourage active participation
  • Individual coaching during the training
  • Personal action plan

Let's talk about training.