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Essentials of Sales Management for New Sales Managers

Make the transition from a salesperson to sales manager. Get the essential skills you need to become a great manager.

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The Key Issues

You are now managing a sales team. That is very different from just managing yourself and your own sales plans. You now need to delegate some things but keep others. What is the best way to recruit, coach and retain new salespeople? What is the best management style? What is the best way to plan?

Sales management skills

Developing
sales plans

Recruiting
& coaching skills

Key Competences​

Delegation
skills

Team building skills

Motivating
your team

The Right Programme for You

You are a new sales manager. You need to quickly get the essentials skills and tools to manage your sales team, respond to customers needs and report to senior management on your progress and goals.

  • Business Professionals
  • New Managers
  • Managers
  • Senior Managers

Highlights

Use DiSC® theory to understand different personality styles.

Develop your own short-range organizational plan.

Explore the 6 steps to becoming a great team leader.

Learn, Practice and Use

  • Make a smooth transition to sales management
  • Effectively plan—and target—customers and territories
  • Successfully plan your logistical operations and organizational structure to support sales
  • Learn about delegation and what you can and cannot delegate
  • Apply the best-practices of team building and apply the 6 steps to become a team leader
  • Learn how to recruit, coach and retain the best salespeople
  • Understand all the challenges that new sales managers face including: team leader vs team player, functional vs people management, your style vs team's style and more..
  • Develop a plan to maximize all the team's strengths
  • Understand the Internal Motivation Theory
  • Shareyour knowledge and challenges with your peers and MCE's highly experienced faculty

Programme Details

Essentials of Sales Management for New Sales Managers is a 3 day hands-on training programme, highly interactive with exercises and role plays. The programmes focuses on the key skills you need as a new sales manager including delegation, sales planning and coaching.

Eight Programme Modules

  • Recognize some of the challenges facing managers during their transition to sales management
  • Define specific issues that affect new sales managers (team leader vs. Team player, peer vs. Managing former peers, functional management vs. People management, your style vs. Employee’s style, other issues vs. Other solutions)
  • Get a fast start in your new managerial position
  • Use the DISC theory to determine various styles
  • Analyze your strengths and weaknesses
  • Analyze each salesperson’s strengths and weaknesses
  • Understand the internal motivation theory—the key to motivation
  • Identify the three types of plans
  • Develop a short-range organizational plan
  • Understand the seven characteristics of a good plan
  • Develop a territorial plan
  • Plan for the best match for the open position
  • Recruit qualified salespeople
  • Interview to determine if the candidate fits the plan
  • Interview to determine functional capabilities
  • Make a complete offer
  • Understand ways to improve your influence on others
  • Recognize the principles behind reinforcement
  • Utilize reinforcement to train and motivate others
  • Understand why delegating benefits managers and employees
  • Identify potential insufficient-delegation signals
  • Determine tasks that can and those that cannot be delegated
  • Take a positive approach to problem solving
  • Develop a win-win appraisal or goal-setting system
  • Manager your salespeople from a distance
  • Define the characteristics of a team
  • Apply the principles of team building
  • Run team-based projects
  • Recognize the principles of leadership
  • Understand the six steps to becoming a team leader
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Faculty

Bettina
Hausmann

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Bettina
Hausmann

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Bettina
Hausmann

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Bettina
Hausmann

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Bettina
Hausmann

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Testimonials

Testimonials

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