Management Training

Management training is focussed to meet the requirements of your managers.

Here is an outline of a course we designed for “Non Sales Managers”, who have recently found themselves responsible for managing Sales People.

Managing Sales Representatives.

This course was designed by Robert Mc Kernan and Jim Coffey who between them have over fifty years Sales Management experience through the recessions and depressions of the eighties and nineties to the glorious days of the Celtic tiger in the now infamous “noughties” and it gives a very clear and concise insight into the world of sales for those senior managers who have not had front line experience in the sales field. It addresses how to ensure a clear line of communication between the manager and his team.

The first phase focussed on “Planning” which really sets the goals for every action of each sales person over a given month and how and when progress against agreed targets is reported. Leadership skills are vital when managing Sales People and there is an opportunity to measure the managers leanings towards being the “boss” as opposed to becoming an the inspirational leader that every good sales person would want to work for.

The second phase addresses the sales process and how a sales person must adapt his or her skills to match the demands and idiosyncrasies of every buyer. Identifying character traits and learning to be a good listener and show empathy with the buyer’s situation. Next we cover presentation skills and how to highlight the features and benefits of any given product or service. This phase concludes with the key checkpoints to ensure a successful outcome to any tough negotiation process.

In phase three we address the importance of coaching skills, understanding the need for coaching and how to set up the correct structure. We cover developing the coaching document and when to accompany your sales person and how to conduct the coaching structure discussion. Observation, analysis, feedback and follow-up are vital to drive success in this area.

The final phase addresses motivating the Sales Team by understanding the hierarchy of needs of the individual and identifying the particular needs of the different individuals who make up the members of your team. This is a full and demanding one day course which will afford the participants a complete understanding of the demands of successful selling in a difficult market situation.

SUMMARY CONTENT.

Planning:

  • Getting your sales team organised to perform
  • Creating team clarity
  • Meetings, how, when and the agenda
  • The questions to ask and your leadership style
  • Cutting through the excuses on performance by measuring the pipeline and the cross selling opportunities
  • Integrating store knowledge on building activity in the area across the team from delivery men to leads on the commencement notices and CIS activity
  • Paperwork, what is actually required and is practical

Sales Process:

  • How to identify where a sales person is going wrong
  • Understand the different styles of sales people on your team
  • How best to deal with them
  • What is our sales process that we measure across
  • Personal impact on site – The way we look and what to bring onto a site
  • Getting information and the skills
  • Giving information and the skills
  • Getting agreement and the skills

Coaching:

  • How to spend half a day in the car with a sales person and discuss opportunities to dramatically improve their performance
  • Develop a coaching document
  • Understanding your sales coaching cycle
  • Practice it

Motivation:

  • Sales team motivation types and how to support them.
  • Standards, innovation and recognition.
  • Reward systems for sales and the supporting teams within the organisation.

Duration: 1 day