First Line Sales Management

This two-day first line sales management course starts by exploring the concepts of management and leadership and provides sound guidance about the leadership styles that are most likely to motivate sales people. It continues by outlining the real foundations of good management practice: ensuring that roles and responsibilities are well defined, clear objectives are set and detailed plans are developed. But good planning alone will not suffice; the plan has to be put into practice and implemented well. Consequently, the course will address the topics of managing a sales team remotely, supporting and coaching the team, particularly through field visits, as well as motivation, teambuilding and performance review and management.

A good mix of presentation, group discussions, self-assessment exercises and case studies will provide an interactive course that will be invaluable to those in the early part of their career as a first line sales manager.

Course Objectives

Appreciate the difference between management and leadership
Develop your leadership style to maximise team performance
Understand what can go wrong when setting objectives
Design a process for developing effective territory plans
Understand how to get the most out of team meetings
Be able to plan and structure an effective field visit
Be aware of how coaching will improve skills and change behaviour
Understand the power of motivation in a sales team
Appreciate how to build a good team
Be able to review and manage good performance and poor performance
Develop your own performance and action plan

Course Designed for

This course is suitable for staff who are about to move into a first line sales management role or those who have recently done so. It is particularly relevant to those working with virtual or remote teams.

Course Duration

Two Days

Maximum Number of Delegates

Eight

In-House Delivery Option Available

Yes

Delivery:	Classroom
Regions:	Scotland North East England The East Midlands The West Midlands South West England South East England London
Category:	Line Management