Managing sales people
Module 1. A two-day workshop.
What will be covered?
Course content includes the following areas:
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The principles of management
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The role of the line manager
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Participant presentations
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Being An HPST role model
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Using HPST in specific circumstances
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Managing sales people
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Situational Leadership
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Motivation
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Case Studies and Sales Management role plays
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Action Planning
Workshop Objectives
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To understand the role of a line manager and how this can be used in effective sales management
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To review and fully understand the key learning points of HPST for both Sales Managers and Account Manager
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To understand the principles of managing performance
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To learn the principles and importance of clear, personal goal setting
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To understand how best to support Account Managers in HPST training
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To understand the principles of Situational Leadership
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To recognise and use different motivation approaches
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To participate in a Sales Management Case Study
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To participate in a Sales Management Role Play
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To develop a detailed action plan to improve sales management and sales performance.