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Managing Sales Force

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The results of the manager depend on the team’s results.

What should a manager do to increase the performance of the sales team s/he commands?

The answer comes from an intensive training which connects the sales system, controlled processes and the individual subordinates’ skills.

Key messages

• The results of a manager are the results of his/her team.
• Plan a far-reaching time horizon!
• Identify the moments when you can make the best out of the activities you carry out.
• Use rigorous tools to establish performance indicators and monitor them.
• Reports are useless unless they contribute to monitoring and control.
• Understanding the information is the starting point in achieving results.
• The subordinates’ success is influenced by your ability to organize the sales team.
• The quality of a decision depends on how you approach the decision-making process.

Training topics

• Pipeline Management and sales process;
• Performance indicators in sales;
• Reporting & Control;
• Organization of the sales team;
• Recruitment of the members of a sales team;
• Decision-making.

Expected results

Following the participation in this training, the participants will learn to:

• Analyze the previous sales processes and make forecasts about the future activity based on them;
• Plan the sales activity on the short, medium and long term, taking into account the market fluctuations;
• Set objectives and build a coherent sales plan;
• Set performance indicators for the sales people;
• Use the applications for customer relationship management (CRM) so as to monitor the performance and assessment indicators;
• Establish an efficient reporting system to support the control process;
• Use the information to improve the team’s results;
• Manage the time and skills of the team;
• Generate action alternatives and choose the most appropriate one;
• Prepare and conduct a recruitment interview.

Methods used

• Experiential learning;
• Presentation;
• Simulations, analysis and feedback;
• Pull Method;

Duration: 2 days

Number of participants: 8 -12

Fee/person: 750 EUR

Location: Bucharest

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Managing Sales Force is one of the trainings included in the Sales Management Certificate.

This certification area refers to management, leadership and coaching skills, required for a sales manager. In order to obtain the certificate, one needs to go through three training programs, followed by a test and one hour of consultancy free-of-charge.

In addition to Managing Sales Teams, this level also includes the following programs:

Leading Sales Professionals
Coordinating people who mostly operate independently, motivating them, strengthening the team and achieving a certain level of quality and results, are challenges which put the leadership skills of sales managers to the test. The training proposes an approach enabling the participants to obtain results from their people by relationships and communication, established both at the individual level and at team level..

Modeling Sales Behaviors
Being responsible for the performances of their teams, the sales managers often play the role to support their professional training. The training aims at giving an answer to two questions: “How can I know what behaviors of an employee must be changed to improve his/her performances?” and “How do I make this change happen?”

Starting 2009, Managing Sales Force was introduced as a premiere in the open program category in the Academy’s curriculum.