Sales Management in times of Crisis
Course Overview
Sales Management is about building an understanding of how your company makes money. It includes a thorough understanding of what drives profitability and cash flow, a market focused approach to the business, and an overall big picture understanding of the business and its interrelationships.
Goal of Course:
This very practical program that gives a wealth of ideas for newly appointed or experienced sales managers looking to develop themselves and more easily achieve their sales targets.
Sales Managers will gain core skills that they will need to set up a team, provide performance focus and develop a structured approach to managing their team and sales to ensure business growth and sustainability in times of crisis.
And for more experienced managers that are looking to further develop their knowledge and refresh their expertise, attending the course is the ideal opportunity to learn new practices, different approaches and sharpen their approach with new insights.
Duration:
2 days
Language:
English / Arabic
Training Objectives
- Define The effective sales leader
- Learning how to set goals and judge performance
- Understand their natural Sales Management Style and when you need to use it
- Understand the actions required of a sales leader and how to influence and create motivational targets
- Learn the 5 major pillars of sales management activities
- Understand how to adapt to changing Consumer Behavior
- Analyze performance problems and develop effective solutions
- Manage and lead salespeople for peak performance
- Understand the strengths and weaknesses of the market
- Work systematically to maximize team spirit for better closure rates
- Identify the most important KPI’s and the best way to use them
- Decide which KPI’s to use in their team
- Conduct a SWOT and PEST analysis as a strategic tool
Module Outlines
Module 1: Sales Management in Times of Crisis
- What is happening in the market around you?
- Why change initiatives fail?
- The 5 major pillars of sales management activities
- The changing customers’ behavior
- Marketing Strategy
- Marketing model – Above vs Below
Module 2: Sales Leadership
- The effective sales leader
- Situational leadership in sales
- The 4 Maturity levels
- The 4 Management styles
- The sales manager’s profile
- Managing KPIs
- Lagging vs Leading indicators
- Developing star performer talent
- Clarity in performance through KPIs
- Providing corrective feedback
- Motivating the sales team
- Motivational loop
- Motivational models
Customized Learning
Leap To Success is offering a variety of learning options to meet current realities and can be adapted to suit your business needs. These options include variants of online, blended and on-site course formats.
Face To Face Learning
Enabling you to have a face to face interactive and engaging learning experiences led by renowned industry experts and thought leaders with extensive practical experience who will employ a variety of interactive learning techniques, including short high-impact videos, case studies, assessments, role plays ,in addition to on-going support.
Virtual Learning Labs
Interactive online learning held in real-time using Zoom and are led by international subject matter experts who incorporate case studies, breakout rooms, guided practice, simulations and discussions to maximise your learning experience.
General Methodology
Similar to any L2S training program, this program offers an interactive learning experience in which will allow the delegates to reflect on their learning through an informative, indulging, and fun classroom experience. The design of the training session focuses on the following attributes.
Concrete Experience: The delegates will learn by doing
Reflective Observation: Reflecting on the newly experienced skill-set
Abstract Conceptualization: Developing deeper understanding to the learned concepts
Active Experimentation: Providing the delegates with realistic tools that can be tested in the real life
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