Project Description
Optimising sales performance
Short-term profitability, attaining ambitious objectives, developing sales force loyalty, promoting a performance-based culture…
A Sales Manager’s mission is particularly complex. It requires the manager to adopt behavior that is at times atypical and to reconcile paradoxical qualities.
- Commercial Directors
- Sales Managers
- Business Unit managers responsible for sales performance
- Account managers
- Language: English
Methodology:
- 3-4 weeks between the training days
- 8-12 people/group
- interactive exchange of good and best practice, role plays, feedbacks
- personal action plans and evaluation of the results
- Group coaching approach
- Application of Memory cards and using KOACH and Klaxoon systems
Please note that in case you are interested in one of our programs you will be redirected to the website of our Partner Human Digital Group.
Event Dates
Information
Application form
Please note that in case you are interested in one of our programs you will be redirected to the website of our Partner Human Digital Group.
Event Dates
Information
Application form
Benefits
- Mobilizing, motivating and guiding your sales force to reach its objectives
- Bringing about essential changes when confronted with new demands of the sales environment
- Knowing how to analyze and improve the sales process
- Making every sales meeting a motivating and rewarding event
- Contributing to the development of your team’s talents through appropriate coaching
- Dealing with delicate situations effectively
- Better associating internal players with sales force efforts
Account Management training program
- Responsibilities of the Sales Manager
- Challenges: conditions for exemplarity
- The fundamental concepts of individual and team motivation
- Balancing between a directive and participatory management style
Personalized Action Plan
Learning from experience– results of the previous day’s training
- Praising, evaluating and motivating
- Emotional reactions to change
- Conducting motivational progress meetings
- Managing criticism and contradiction
- Giving and receiving constructive feedback
Personalized Action Plan
Learning from experience– results of the previous day’s training
- Analysing and optimising the sales process
- Sales field coaching: progressing development and results through joint preparation, dual visits and debrief.
- Developing better observing skills to give more effective feedback
Personalized Action Plan
Learning from experience– results of the previous day’s training
- Organising and leading effective, attractive and productive sales meetings
- Using these occasions to locate and develop each individual’s skills
- Announcing changes effectively
- Knowing how to say ‘No’ without harming collaboration
Personalized Action Plan
Learning from experience– results of the previous day’s training
- The realignment meeting
- Managing and arbitrating conflicts
- 10 key questions to determine the future
Personalized Action Plan
Closing
Benefits
- Mobilizing, motivating and guiding your sales force to reach its objectives
- Bringing about essential changes when confronted with new demands of the sales environment
- Knowing how to analyze and improve the sales process
- Making every sales meeting a motivating and rewarding event
- Contributing to the development of your team’s talents through appropriate coaching
- Dealing with delicate situations effectively
- Better associating internal players with sales force efforts
Account Management training program
- Responsibilities of the Sales Manager
- Challenges: conditions for exemplarity
- The fundamental concepts of individual and team motivation
- Balancing between a directive and participatory management style
Personalized Action Plan
Learning from experience– results of the previous day’s training
- Praising, evaluating and motivating
- Emotional reactions to change
- Conducting motivational progress meetings
- Managing criticism and contradiction
- Giving and receiving constructive feedback
Personalized Action Plan
Learning from experience– results of the previous day’s training
- Analysing and optimising the sales process
- Sales field coaching: progressing development and results through joint preparation, dual visits and debrief.
- Developing better observing skills to give more effective feedback
Personalized Action Plan
Learning from experience– results of the previous day’s training
- Organising and leading effective, attractive and productive sales meetings
- Using these occasions to locate and develop each individual’s skills
- Announcing changes effectively
- Knowing how to say ‘No’ without harming collaboration
Personalized Action Plan
Learning from experience– results of the previous day’s training
- The realignment meeting
- Managing and arbitrating conflicts
- 10 key questions to determine the future
Personalized Action Plan
Closing
Profile:
- Sales management development, leadership development, development of virtual teams
- Management programs in shared service centers (SSC) and matrix organisations
Previous experience:
- Business Development Leader
- Senior Sales Excellence Consultant, Trainer and coach
- Sales Manager and key account manager at multinational financial institution
- Senior account manager
International outlook
For our sales management approach and a few useful tips pleas visit our inspirational publication on our international website.
Other open courses:
- Value based selling in an international environmentkezelo2023-06-06T10:02:17+02:00
Value based selling in an international environment
Other open courses:
- Value based selling in an international environmentkezelo2023-06-06T10:02:17+02:00
Value based selling in an international environment
Other open courses:
- Value based selling in an international environmentkezelo2023-06-06T10:02:17+02:00
Value based selling in an international environment
