Course objectives

To develop the techniques necessary to ensure efficient and effective team management in sales.  


Content

The role of the sales manager

  • recognising management styles 
  • understanding personalities 
  • the ‘balancing act’ 
  • taking the ‘helicopter view’ 

The importance of delegation

  • delegation – not abdication 
  • obtaining results through others 

The importance of objective setting

  • clarifying objectives and agreeing performance standards 
  • monitoring and reviewing objectives 

Recognising motivation factors and examining blocks. 

Giving constructive feedback

  • developing assertiveness skills 
  • giving constructive criticism 

Developing techniques to overcome problem areas

  • resolving conflict 
  • dealing with absenteeism and poor timekeeping 

Prioritising work

Appraising staff performance – a brief introduction to effective appraisal interviewing 

 

This workshop encourages delegates to review their own management style and practices and, also, includes creating an action plan for implementation back at work.  


Duration

Two days with follow

 

Jane was animated and was an enjoyable speaker. Jane was very informative and was able to answer all of our questions
— Cory Logistics – Management Development Programme
Jane is well liked by my team, is always reliable to do a great job and is very flexible in a range of soft skills training. I would not hesitate to recommend Jane to others
— General Manager, Private Hospital