Managing a Sales Team

PROGRAM : Managing a Sales Team

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BACKGROUND

Sales management is a particularly difficult job as it is one of the few relationships in business where the Manager rarely sees the staff. It is usually management at a distance. This often creates motivation and morale problems in the sales team.

At the same time, competition is increasing in all markets as supply outpaces demand and products and services can be quickly copied. Supply is increasingly international so Sales Managers cannot just worry about domestic competition.

Many industries have been deregulated or privatised, and even the government has been forced to become more sales-oriented. The demand for better and better customer service standards, promoted through growing consumer choice.

The sales force is vitally concerned with all these new developments. In some industries (e.g. financial service companies, notably banks and finance companies), many sales managers have been appointed, often by converting existing staff into new job roles within a short time.

With such an important job to do, it is disheartening to see so many sales managers poorly recruited, trained and motivated to perform very complex job roles. They manage more than they lead, and as a result team members sometimes find it difficult to obtain the desired results. In sales management, sales head must lead and not manage and that is the essence of this two-day course.

Today, the marketplace is a huge battlefield. The sales leader must have the ability to provide clear directions and be able to lead his men into battle, not from the back but at the front.

PROGRAMME OBJECTIVES

To be able to motivate the sales staff.
To distinguish the difference between a manager and leader, and the application of proper leadership roles.
To apply the various sales planning and reporting forms.
To understand territorial managements.
To carry out proper staff appraisal programme.

COURSE CONTENTS

Day 1
Introduction
To be able to manage a sales team so that they can generate adequate returns to the company.

Module 1 - The Functions & Role of the Sales Leader
Main functions:

Planning
Organising
Staffing
Directing
Controlling

Other Attributes:

Coaching
Motivating
Counselling
Creativity (in making selling exciting for the staff)
What is the Sales Leader?
Supporting & developing winners.

Module 2 - The Selection Process

The sales personnel selection process
The questions that must be answered in evaluating a salesperson selection programme
Why a systematic approach to selection is important to salesperson hiring decisions
Identify the major selection tools used in staffing a sales force.
The correct way to extend an offer of employment or to reject a candidate

Module 3 - Sales Planning & Reporting Forms

The purpose of these forms.
The type of forms used:
Prospecting form
Call objective form
Weekly planner
Daily sales report
Monthly performance review form

Module 4 - Sales Territory Development

The nature of territory management
Sales territory design
Procedures for developing territories
Operating the territory management system

Module 5 - Motivating the Sales Team

Are you a manager or a leader?
Important ingredient of good leadership.
The various type of motivational approach:
Achievement
Recognition
The work itself
Responsibility
Advancement/Personal growth.
Applying motivational re-inforcers on your sales team.

Day 2

Module 6 -Developing A Sales Compenstation Plan

Know the 5-step process to developing a SC plan.
Be aware of the various type of selling costs.
The three methods of compensation
- Salary-based
- Commission-based
- Bonus-based
The various type of commission payable to sales people

Module 7 - Sales Leader and Supervision

Understand the elements of sales motivation
Outlining the basic concepts of sales leadership
The five types of leadership roles.
The four types of leadership styles

Module 8 - Planning & Control

Major problems in planning
A systematic approach to planning
The five stages of a sales plan
Evaluating sales staff efficiency rate.
The 10-step decision-making model in sales planning
The four strategies to sales growth
Applying the Monthly Performance Review (MPR).

Module 9 - Sales Evaluation (Staff Apprisal)

Reasons for sales evaluation
The two type of standards in sales evaluation.
Understand the meaning of input measures.
Understand the meaning of output measures.
Information sources for evaluation
Methods of sales evaluation.
Applying the developing plan for the sales personnel.
Guidelines for sales evaluation interviews.

TARGET AUDIENCE

CEOs
Marketing Managers
Sales Managers

COURSE TRAINER

Mr Billy Ong (Billy) brings into the consultancy field his immense depth in marketing and sales that spans three decades in diverse industries. A Chartered Marketer (UK) by profession, he now imparts his wealth of experience and knowledge to the next generation of marketing professionals as a lecturer not only in strategic marketing program but in export marketing as well. Prior to embarking into his present venture, Billy spent seven years in the banking sector, the last attachment being BSN Commercial Bank as Manager of Consumer Banking before heading the bank’s marketing team in product development.

His most noted achievement was his involvement in the turning around of the RM 52 million Kelab Darul Ehsan in the last recession. He also participated in the charting of the deposit growth for Perwira Affin Bank. Other notable achievement – the recipient of the CEO Book Award at BSN Commercial Bank for his outstanding contribution in strategic planning for the bank.

COURSE FEES

In-House Course Fee :	Call 6016-216 1383 (Mr. Jimmy Ong) or Fill in Inhouse Request Form	Inhouse Course Request Form
Public Course fee:	To Be Advised	Public Course Registration
Date/s :	TBA (2 Days Program)
Time :	9am – 5 pm daily
Venue :	In House/Hotel/TNI Centre