/  Professional Sales Manager Training

Professional Sales Manager Training

BMC Training provides a training course in Professional Sales Manager in PR , Customer Services , Sales and Marketing

Course Title
Venue
Start Date
End Date
  • Kuala Lumpur
    28 - 10 - 2018
    1 - 11 - 2018
  • Istanbul
    21 - 10 - 2018
    25 - 10 - 2018
  • Muscat
    28 - 10 - 2018
    1 - 11 - 2018
  • London
    4 - 11 - 2018
    8 - 11 - 2018
  • Dubai
    11 - 11 - 2018
    15 - 11 - 2018
  • Paris
    4 - 11 - 2018
    8 - 11 - 2018
  • Kuala Lumpur
    16 - 12 - 2018
    20 - 12 - 2018
  • Istanbul
    9 - 12 - 2018
    13 - 12 - 2018
  • Muscat
    16 - 12 - 2018
    20 - 12 - 2018
  • London
    13 - 1 - 2019
    17 - 1 - 2019
  • Dubai
    20 - 1 - 2019
    24 - 1 - 2019
  • Paris
    13 - 1 - 2019
    17 - 1 - 2019
  • Kuala Lumpur
    24 - 2 - 2019
    28 - 2 - 2019
  • Istanbul
    17 - 2 - 2019
    21 - 2 - 2019
  • Muscat
    24 - 2 - 2019
    28 - 2 - 2019
  • London
    3 - 3 - 2019
    7 - 3 - 2019
  • Dubai
    10 - 3 - 2019
    14 - 3 - 2019
  • Paris
    3 - 3 - 2019
    7 - 3 - 2019
  • Kuala Lumpur
    21 - 4 - 2019
    25 - 4 - 2019
  • Istanbul
    14 - 4 - 2019
    18 - 4 - 2019
  • Muscat
    21 - 4 - 2019
    25 - 4 - 2019
  • London
    19 - 5 - 2019
    23 - 5 - 2019
  • Dubai
    5 - 5 - 2019
    9 - 5 - 2019
  • Paris
    19 - 5 - 2019
    23 - 5 - 2019
  • Kuala Lumpur
    9 - 6 - 2019
    13 - 6 - 2019
  • Istanbul
    16 - 6 - 2019
    20 - 6 - 2019
  • Muscat
    9 - 6 - 2019
    13 - 6 - 2019
  • London
    21 - 7 - 2019
    25 - 7 - 2019
  • Dubai
    14 - 7 - 2019
    18 - 7 - 2019
  • Paris
    21 - 7 - 2019
    25 - 7 - 2019
  • Kuala Lumpur
    11 - 8 - 2019
    15 - 8 - 2019
  • Istanbul
    25 - 8 - 2019
    29 - 8 - 2019
  • Muscat
    11 - 8 - 2019
    15 - 8 - 2019
  • London
    8 - 9 - 2019
    12 - 9 - 2019
  • Dubai
    15 - 9 - 2019
    19 - 9 - 2019
  • Paris
    8 - 9 - 2019
    12 - 9 - 2019

Objectives:

By the end of the program, participants will be able to:

  • Demonstrate traits of an excellent sales manager.
  • Plan forecasts and quotas with more accuracy and precision.
  • Set up sales coaching and counseling sessions effectively.
  • Employ and train the sales team to generate increased sales and profits.
  • Show leadership and team building abilities to optimize sales results.
  • Schedule effective and productive coaching sessions and individual sales performance reviews.

The Content:

Sales Management and the Marketing Mix

  • Common Characteristics of the Sales Force
  • The Sales Competency Model 
  • The Primary Responsibilities and Roles of the Sales Manager 
  • The Sales Management Functions
  • Major Mistakes Sales Managers Make 

Planning, Strategy and Organization   

  • Structuring and Deploying the Sales Force 
  • Developing Sales Strategies
  • Sales Planning Fundamentals 
  • Sales Forecasting Guiding Principles
  • Sales Forecasting Techniques
  • Territory Design, Allocation and Management 

Sales Process Management 

  • Understanding the Psychology of the Buyer
  • Characteristics of Successful Sales People 
  • Identifying the components of the Sales Process
  • Mastering the Sales Process Milestones 

Sales Management Capstone Competencies 

  • Recruiting Sales People (Process and Interview)
  • Identifying Key Responsibilities
  • Pinpointing Critical Tasks
  • Training Sales People For Results 
  • The Field Training Process

Team Leadership and Motivation

  • Team Inventory and Assessment  
  • Identifying Team Roles, Strengths and Weaknesses
  • Coaching Sales People for Peak Performance 
  • Leadership Principles and Skills 
  • Motivation: Guidelines and Roadmaps 
  • Incentive Compensation Design

Sales Performance Management 

  • The Critical Importance of Setting Standards   
  • Types of Standards
  • Sales Force Analytics and Reporting 
  • Aligning Metrics with Sales Performance  
  • Sales Evaluation Methods  
  • Confronting Incompetence 

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