Project Description

Optimising sales performance

sales management

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.

Audience
  • 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

Event Dates

Information

Application form

Dates: 5×1 day

The program has no set date at the moment. In case of inquiry, please contact our office.

More info
Online application form

After pressing “Online application form” we will redirect you to the website of our partner Human Digital Group Kft.

Event Dates

Dates: 5×1 day

The program has no set date at the moment. In case of inquiry, please contact our office.

Information

More info

Application form

Online application form

After pressing “Online application form” we will redirect you to the website of our partner Human Digital Group Kft.

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

Day 1: Being an example – the key to success
Day 2: Nurturing and developing your colleagues’ talents
  • 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

Day 3: Day-to-day sales performance management
Day 4: Getting and keeping your team ‘aligned’

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

Day 5: Dealing with turbulence

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

sales management

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

Day 1: Being an example – the key to success
  • 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

Day 2: Nurturing and developing your colleagues’ talents

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

Day 3: Day-to-day sales performance management

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

Day 4: Getting and keeping your team ‘aligned’

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

Day 5: Dealing with turbulence

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

sales management
Ágnes Galambos
Ágnes Galambos
Trainer, Consultant

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
More information
For further informations please contact:

International outlook

For our sales management approach and a few useful tips pleas visit our inspirational publication on our international website.