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Creating an Effective Sales Team
Leadership is the most important element of a sales force's success, and it has some unique challenges. In this course, a sales force leader will learn how to get a sales team organized, motivated, and focused on results. There are suggestions and tools for creating a cohesive team, developing a high level of commitment to goals, and coaching sales professionals for improved performance.
The course covers such topics as
How to establish a strong but flexible framework
How to build the capabilities for the sales team
Ways to achieve sales results
After completing this course the learner will be able to
Establish a framework
Build the sales team
Achieve sales results
Creating an Effective Sales Team
Description
Leadership is the most important element of a sales force's success,
and it has some unique
challenges. In this course, a sales force leader will learn how
to get a sales team organized,
motivated, and focused on results. There are suggestions and tools
for creating a cohesive team,
developing a high level of commitment to goals, and coaching sales
professionals for improved
performance.
Audience
This course addresses the training needs of sales management
Prerequisites
None.
Course Duration
»
1. 5 hours
Topics Include
How to establish a strong but flexible framework
»
Techniques to help you know your customer and your competition
»
How to set meaningful performance objectives
»
Considerations for allocating your personnel resources
»
Methods to help you determine your sales strategy
»
Techniques for aligning individual and organizational goals
How to build the capabilities for the sales team
»
Ways to identify critical personal and team skills
»
Tips on matching the person to the assignment
»
How to know when to hire a new sales rep and what to look for
»
Ideas for developing your own professional skills
Ways to achieve sales results
»
Ideas on how to build strong interpersonal relationships within
the team
»
Issues to consider in defining incentive programs
»
How to track activities and monitor accomplishments
»
Methods for encouraging collaboration and teamwork
Everything Courseware
Creating an Effective Sales Team
Objectives
After completing this course the learner will be able to
Establish a framework
»
Know the market
»
Define sales goals
»
Develop a plan
»
Define roles
Build the sales team
»
Identify skill requirements
»
Match people to skills
»
Hire and train to fill gaps
Achieve sales results
»
Build relationships
»
Motivate the team
»
Monitor accomplishments