Program Objectives:

By the end of the program, participants will be able to:

* Demonstrate traits of an excellent sales manager.
* Plan forecasts and quotas with more accuracy and precision.
* Conduct sales coaching and counseling sessions effectively.
* Practice effective interpersonal skills.
* Manage the sales force with confidence and determination.
* Provide sales training for colleagues.
* Maximize the sales performance of their team.

This Program is designed for:

Newly appointed and experienced sales managers who need to sharpen their tools to respond to customers, team and company needs. This program is worth 25 NASBA CPEs.

Program Fees:

Per participant - USD 3950
Frequent nomination - USD 3555
(including coffee breaks and a buffet lunch daily)
One extra free place for every 2 paid nominees on the same program and dates
Discount Plans, Refunds & Cancellations Policy

Meirc reserves the right to alter dates, content, venue and trainer with a reasonable notice time.

Program Outline:

Sales Management and the Marketing Mix

* Common Characteristics of the Sales Force
* Discovering Core Competencies
* Sales Competency Model and Sales Competency-Based Training
* Effective Delegation
* Sales Manager Training

Forecasts and Quotas

* Quota Management
* Ways to Ruin a Sales Force
* Account Management

Coaching and Counseling for Sales

* Steps to Effective Sales Coaching
* Self Motivation and the Power of Thoughts in Bringing Results
* The Law of Attraction
* Sales Training for Effective Results

Emotional Intelligence in Selling

* EI Quiz
* The Power of Emotions in Selling
* Emotional Impulse Control
* Anger Management during Emotional Outbursts

Evaluating Sales Representatives

* Giving and Receiving Sales Feedback
* Evaluating Reps during Visits
* Customer Service Training for Representatives
* Sales Force Effectiveness
* Sales Performance Management

Time Allocations for Sales Managers

* Managing Time for Sales People
* How to Save Time During Selling
* Business Development and Sales Force Management

Building a Winning Sales Team

* Selling Strategically
* Understanding the Sales Funnel
* Corporate Sales Training
* Sales and Marketing Training for Effective Leadership
* Managing Sales Force Effectively with SPIN Selling and Strategic Selling
* Hypnotic Selling and the Power of the Mind

Pre-requisites
None

Delivery Type
Group-Live