Sales Management ENG2018-07-19T10:55:42+00:00

Project Description

Sales Management

Leadership & Management, Entrepreneurship & Sales, Coaching & Assessment

sales management

Constant pressure on price and margins. New sales channels and business models. The shift from product to value selling. From solo to team selling. Many sales professionals are in need to renew themselves to achieve their ambitious targets aligned to new environments. Our sales management program helps you solve these tight situations.

Sales Management

Leadership & Management, Entrepreneurship & Sales, Coaching & Assessment

sales management

Constant pressure on price and margins. New sales channels and business models. The shift from product to value selling. From solo to team selling. Many sales professionals are in need to renew themselves to achieve their ambitious targets aligned to new environments. Our sales management program helps you solve these tight situations.

Event Dates

Information

Application form

Dates: 5×1 day
  • 2018.04.04.
  • 2018.04.26.
  • 2018.05.16.
  • 2018.06.06.
  • 2018.06.21.
More info
Application form

Event Dates

Dates: 5×1 day
  • 2018.04.04.
  • 2018.04.26.
  • 2018.05.16.
  • 2018.06.06.
  • 2018.06.21.

Information

More info

Application form

Application form
T
hrough the very best behavioral practice and training methods, this program has been created by designers who combine sales and pedagogical excellence. It addresses critical competencies and techniques in a variety of sales funnel situations (leads, prospects, customers). Participants bridge the knowing-doing gap with self-reflection, learning from feedback, testing new tools and methods and evaluating different approaches. All in a robust ‘workout’ to permanently anchor successful behaviours in day-to-day commercial practice. Helping to generate lasting business relationships and credible active references. Channeling talents and resources towards sustainable results.

Benefits

  • Mobilising, 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 analyse 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

Sales 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
  • Individual Action plan
  • Praising, evaluating and motivating
  • Emotional reactions to change
  • Conducting motivational progress meetings
  • Managing criticism and contradiction
  • Giving and receiving constructive feedback
  • Individual Action plan
Day 3: Day-to-day sales performance management
Day 4: Getting and keeping your team ‘aligned’
  • Analysing and optimising the sales process
  • Sales fieldcoaching: progressing development and results through joint preparation, dual visits and debrief.
  • Developing better observing skills to give more effective feedback
  • Individual Action plan
  • 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
  • Individual Action plan
Day 5: Dealing with turbulence
  • The realignment meeting
  • Managing and arbitrating conflicts
  • 10 key questions to determine the future
  • Individual Action plan Closing
sales management

Benefits

  • Mobilising, 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 analyse 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

Sales 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
  • Individual Action plan
Day 2: Nurturing and developing your colleagues’ talents
  • Praising, evaluating and motivating
  • Emotional reactions to change
  • Conducting motivational progress meetings
  • Managing criticism and contradiction
  • Giving and receiving constructive feedback
  • Individual Action plan
Day 3: Day-to-day sales performance management
  • Analysing and optimising the sales process
  • Sales fieldcoaching: progressing development and results through joint preparation, dual visits and debrief.
  • Developing better observing skills to give more effective feedback
  • Individual Action plan
Day 4: Getting and keeping your team ‘aligned’
  • 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
  • Individual Action plan
Day 5: Dealing with turbulence
  • The realignment meeting
  • Managing and arbitrating conflicts
  • 10 key questions to determine the future
  • Individual Action plan Closing
sales management
Luuk van Reijswoud
Luuk van Reijswoud
Trainer, Consultant

Profile:

  • Sales management development, leadership development,
    development of virtual teams
  • Management programs in shared service centers (SSC) and
    matrix organisations

Previous experience:

  • Sales manager at a global ICT corporation
  • Senior account manager and manager of a sales organization
  • Internal coach and trainer
More info + Application form
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.