• Analyze the various principles underlying sales management functions.
• Practice human relations skills pertaining to management of sales teams.
• Demonstrate professional behavior as sales managers/supervisors with their teams.
• Apply sales competency models in interviewing, training and evaluating sales professionals.
• Manage the buyer/seller relationship and make an impact on sales productivity.
• Build a strong and competitive sales team.

• The Nature and Scope of Sales Management
• A Model of Sales Management Competencies
• Traits of Excellent Sales Managers
• Market Place Changes and Selling Consequences
• The Roles of Sales Manager in Training
• Development of Sales Management in Recent Years
• Targeting your Market
• Competitive Analysis
• SWOT Analysis
• Market Segmentation

Sales Management Functions

• The Planning, Organizing, Directing and Controlling Functions
• Sales Forecasts: Asking the Right Questions when Forecasting
• Setting and Managing Quotas for your Sales Team
• Planning for the Future

Training your Sales Team

• On-the-Job Training

Sales

• Competency-Based Training
• Develop Individualized Training Programs for your Team Members

Sales Management Skills

• Attracting and Recruiting Talented Sales People
  
• Coaching and Counseling for Sales Success
• Motivating the Sales Team to Achieve Peak Performance
• Evaluating your Sales Team Based on Performance Results
• Standards and Key Performance Indicator (KPI's)
• Evaluating Changes in Sale, Territories and their Effect on Sales Performance
• Setting a Competitive Compensation and Incentive Scheme to Achieve Superior Performance

Time Allocations for Sales Managers

• How Sales People Spend their Time
  
• Wrong Sale Practices
• Helping the Sales Team Overcome Time Wasters
• Setting Priorities for Sales Visits
• Preparing Sales Visits Daily Report

Interpersonal Skills

• How to Build a Winning Sales Team
  
• Team-Player Survey
• How to Be a Top-Producing Sales Manager
• Business Management Training for Better Results
• Change your Mindset and Change Sales Results
• Sales People Non Verbal Behavior
• Principles of Sales Greatness

Sales managers, sales supervisors and team leaders involved in leading a sales team.

This program is worth 25 NASBA CPEs.