Fundamentals of Sales Management for the Newly Appointed Sales Manager Level I

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Detailed Overview/Outline

As a new Sales Manager, you need a strong foundation of skills to effectively manage a sales team—and to quickly adapt as your responsibilities evolve.

These skills encompass a broad range of subject areas—including sales planning, recruiting, coaching, industry knowledge, organizational culture, and team development—as well as the ability to communicate your insights effectively. Through focused activities, role plays and use of a case study, this innovative seminar will provide you with a sales framework and toolkit that you can adapt and use effectively in your organization

HOW YOU WILL BENEFIT:

• Understand the sales manager’s role and responsibilities in leading a sales team
• Describe a customer-centered selling approach within an organization
• Delve into tools to assess, manage, and develop a sales team effectively
• Identify sales management communication techniques that will assist you in driving sales and improving operational and financial performance
• Develop strategies to build and maintain healthy relationships with top customers, channels, partners and alliances
• Develop a long-term plan to apply your newly learned skills

WHAT YOU WILL COVER:

• Differentiating between selling and managing sales representatives
• Identifying examples of sales leadership
• Business tools that can aid sales managers
• Decision-making steps at each management process stage
• Managing in: managing yourself and maximizing your strengths in relation to coworkers
• Managing down: identifying your team and its performance needs
• Managing up: identifying your manager’s expectations, needs, and style
• Managing across: building and maintaining healthy relationships with other groups
• Managing outward: building and maintaining healthy relationships with others
• Techniques to maintain and strengthen connections with top customers, channels, partners, and alliances

Who Should Attend

New or prospective sales managers who want to build their sales management skills and help ensure their team’s productivity. Note: Experienced sales managers should attend Advanced Sales Management.

Extended Description

Learning Objectives

• Define the Sales Manager’s Role and Responsibilities in Leading a Sales Team
• Describe a Customer-Centered Selling Approach Within an Organization
• Apply Communication and Sales Management Techniques and Tools That Will Drive Sales, Team, and Financial Performance
• Apply Communication and Sales Management Techniques and Tools That Will Help Assess, Align, Build, and Develop Your Team
• Develop an Action Plan to Apply Learned Skills

Getting Started

• Identify the Differences Between Selling and Managing Salespeople
• Identify Examples of Sales Leadership

Begin Here… with What You Have

• Identify the Structure of an Organization
• Describe the Sales Framework
• Describe How Strategic Sales Plans Are Used in an Organization
• Describe Business Tools That an Organization May Have to Aid Sales Managers

Where Do You Need to Go?

• Describe Managing Inward
• Describe Managing Down
• Describe Managing Up
• Describe Managing Across
• Describe Managing Out

Managing In—Managing Yourself

• Understand Different Professional Assessment Tools
• Identify Ways to Maximize Your Strengths in Relation to the People with Whom You Work

Managing Down—Managing Your Team and Their Performance Needs

• Assess Total Team Performance Over a Sales Cycle and Create a Short-Term Action Plan for the Next Sales Cycle
• Use Tools to Analyze Individual Team Member Performance in Relation to Sales Revenue, Orders, Team, Products/Services, Customers, and Markets (Both Actual and Potential)
• Assess Individual Team Member Strengths
• Identify What Individual Team Members Need from You
• Identify and Communicate What You Need from Your Team Members
• Plan and Conduct Ongoing Review and Development

Managing Up—Identifying Your Manager’s Expectations, Needs, and Style

• Identify What Senior Managers Want/Need from First-Line Managers
• Identify What First-Line Managers Want/Need from Their Managers

Managing Across—Building and Maintaining Healthy Internal Relationships

• Describe Techniques to Maintain Connections with Other Sales Managers in an Organization
• Describe Techniques to Communicate with Other Non-Sales Managers and Groups Within the Organization to Further Growth and Minimize Problems

Managing Outward—Building and Maintaining Healthy External Relationships

• Describe Techniques to Maintain Connections with Customers, Channels, Partners, and Alliances in Order to Strengthen These Relationships

Ongoing Development

• Describe How to Set SMART Goals
• Describe Techniques for Scheduling Activities

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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