Advanced Sales Management

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Detailed Overview/Outline

This sales manager training helps you better handle the ups and downs in your business—and ensure your team's success!

In three days of advanced sales management training, you’ll get skills to keep pace with all the issues that are revolutionizing sales force management. It’s the sales manager training seminar to choose if you want to become a more effective manager—and advance further, faster, in your career. You'll discover the can't-fail techniques that have already benefited thousands of your colleagues. Here is advanced sales management training that will help you learn how to achieve peak performance in every area indispensable to sales management success.

HOW YOU WILL BENEFIT:

• Develop leadership and team-building skills
• Recruit and train a higher caliber of sales professional
• Improve your sales team's productivity
• Keep your team accomplishments in the spotlight
• Generate increased profits with fewer resources
• Understand the internal motivators of your sales force
• Become a more effective sales manager, communicator and decision maker by applying proven leadership principles

WHAT YOU WILL COVER:

• The changing sales environment
• How to utilize a system for analyzing your sales planning
• The dimensions of effective sales management
• Understanding people: the basis for sales motivation and effective communication
• Organizing and structuring the sales force
• The attributes of standards of performance
• Coaching, counseling and performance appraisals
• The challenges of special personnel situations
• Creative decision-making and problem solving techniques
• The implications of sales compensation

TOPICS
Learning Objectives

• Gain a Better Understanding of Business Realities—and What Is Expected of You
• Be Able to Create a Strategy Based on Current and Projected Trends
• Align Your Sales Team’s Goals with Those of the Organization
• Recruit and Hire in an Effective and Legal Manner
• Build a Strong and Competitive Sales Team
• Ensure That Your Compensation Plan Is Driving the Desired Behavior
• Effectively Utilize Forecasting Tools to Maximize Sales Results
• Use Coaching and Counseling to Improve Sales Team Performance
• Successfully Wear the Mantel of Leadership
• Learn How to Use Customer Values Benchmarking to Develop Your Goals

What’s Your Strategy?

• Understand How the Role of Sales Management Has Evolved in Recent Years, and How This Places Different Expectations on Those in the Job
• Explain Why Situational Analysis Is the Critical Foundation for the Majority of Sales Management Activities
• Compare Business Realities with the Customer Value Set to Develop Preliminary Critical Objectives

Planning for Today and Tomorrow

• Prepare and Set Objectives for an Evolving Business Environment through the Application of Trend-Analysis Tools
• Learn to Identify Required Resources to Achieve Your Objectives, and Assure Alignment with the Organization

Crafting the Professional Sales Force

• Understand How to Prepare and Set Standards of Performance for Team Members
• Recognize Effective Methods for Applying the Performance Standards to New Hires as Well as Existing Sales Personnel

Finding the Talent

• Identify the "Best Practices" for Hiring Productive Sales Professionals
• Recognize How to Protect Your Firm and Yourself from Future Legal and Ethical Challenges

Strengthening the Sales Team

• Understand the Importance of Linking the Sales Force to the Rest of the Organization through the Use of Technology
• Develop Individualized Training Programs That Improve the Performance of Your Entire Sales Team

Compensation Programs That Drive Superior Performance

• Understand How to Design or Recommend a Total Compensation Plan That Drives the Sales Behavior That Will Lead to Goal Attainment
• Adjust and Modify the Plan to Make It Applicable to a Continuously Changing Business Environment

Measuring and Managing Performance

• Understand How to Evaluate Changes in Sales Territories and Determine Their Effect on Sales Performance
• Understand How to Use Basic Evaluation Tools for Forecasting Needs and Results

Coaching and Counseling

• Understand How to Coach Individual Sales Team Members to Achieve Higher Performance
• Recognize When There Is a Problem and How to Counsel (or Not Counsel) the Individual

Looking Toward the Future

• Understand How to Plan for the Future by Knowing What Each of Your Team Members Plan for Their Future
• Develop a Plan for Turnover and Succession
• Understand What Makes You a Leader and How You Can Leverage This for the Future

Who Should Attend
Seasoned sales managers who want to refine sales planning techniques, build leadership skills and become more powerful decision makers, motivators, communicators, coaches and counselors through advanced sales manager training.

Sponsor Background:
The American Management Association was founded in 1923. They have built a content control check into every one of their professional seminars. Plus a series of checks and balances to ensure that the content of every AMA seminar is precisely targeted to:

• provide comprehensive, hands-on training that is of practical use when you return to the job
• focus on need-to-know specifics, relevant to the demands of global business today
• offer the expertise and personalized attention of top-ranking instructors
• facilitate your career development and business savvy

Whether you're looking for a solid foundation of business fundamentals or strategies to help you seize growth opportunities for your company, AMA offers expert instruction to help you:

• manage your priorities effectively
• cultivate more productive working relationships
• increase your on-the-job value
• align your skills with marketplace demands
• bring out the best in people, processes and yourself

Cancellation and Refund Policy

If you cannot attend a seminar you may contact AMA in advance to transfer to a future session, or can send someone to take your place. If you need to cancel your attendance, AMA will give you a complete refund if you cancel more than three weeks before your seminar begins. To cancel, simply call. If you cancel with less than three weeks' notice, you will be liable for the entire seminar fee, however you may request a courtesy transfer to use at any future AMA seminar of equal or lesser value. The courtesy transfer must be used within one year of the date of your originally scheduled seminar. In fairness to all attendees, if you do not attend a seminar session for which you are confirmed, and do not cancel with a minimum of three weeks’ notice as described above, you will be charged the entire seminar fee.

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