Sales management
Designed for:
Middle to senior Sales Managers.
Objectives:
Achieving, in the right perspective and an understanding of the range of responsibilities of the sales manager. This will include People Management skills (staff and customers) as well as Resource & System Management to achieve profitable results.
Programme content :
- Commercial data analysis which includes Market Information gathering (including Trade Census), Data Analysis - Customer/Outlet database, Volume, value, and market share reviews per brand, category, distributor and territory
- Managing the Sales force including Team building and Leadership, Motivation, Communicating with the Team, Performance Review, Appraisal, coaching and counseling, Training and Field Accompaniments (including Distributor Sales staff) how to run meetings and Sales Force Incentives
- How to build customer relationships and how to make customers feel important, understood and appreciated.
- Strategy development & planning which included implementation and development of Sales plans and Customer plans
- Sales and Distribution planning such as Sales forecasting, Targeting and objective setting / KPI's and Sales Action Planning
- Finance for the sales force - basic financial awareness / principles, evaluation of sales actions, pricing, Understanding your customer's finance, Financial Management and Business Planning and Advanced Finance Tools, ROIs.
Learning methods: Theory presentation, discussions, visits, best practice presentations and practical sessions.
Venue: Regionally and Locally
Language: English / French / Spanish / Mandarin / Russian, other languages upon request
Group size: Minimum 8 participants, maximum 15 participants.
Organized by: HRBoosters trainers and, if necessary, external consultants.