Sales Management Development Programme

Below is an example of a typical sales management development programme that we run. It uses a 3 phase approach involving class room training, online learning pathways with an assesment centre follow up including 1-1 coaching.

The combination of access to a learning library of modern management development techniques with practical on the job coaching provides a cost effective way of learning.

Finally we can offer Qualification recognition

Phase 1 Summary

A one day strategy session with senior sales management  and a 2 Day workshop for sales managers

Phase 2 Summary

Structured pathways and workshops

Phase 3 Summary

Assesment events and 1:1 coaching

Sales Management Pathway 1

Fit and ready and getting the basics right first

Sales Management Pathway 2

Motivation, creating the motivated team

Sales Management Pathway 3

Sales management style, adapting to the situation

Qualification recognition

 PHASE 1 SUMMARY

Training / Workshop

Senior Management Strategy Day

A one day strategy session with senior sales management so that the sales vision is clearly understood, articulated and communicated.

SMP – Sales Management Programme

 2 Day workshop for sales managers

Content

  • Understanding sales behavioural change
  • Developing/revisiting the sales management process and inspection points

Modules include:

  • The role of the sales manager
  • In-depth review of SMP
  • Inspection points & opportunities
  • When to inspect what to inspect
  • Sales Activity Management
  • Territory research & planning
  • Coverage planning & Account opportunity analysis (reward risk register).
  • Field accompaniment
  • One:one reviews – giving feedback
  • Sales meetings
  • Sales performance management
  • Sales performance metrics
  • Introduction to online pathways and evaluation events (Briefing for Phase 2 & 3)

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  PHASE 2 SUMMARY

e-Learning Pathways

Soft Skills – four structured pathways and comprehension exercises:

  • Knowledge of selling
- understanding the basics of professional selling
  • Sales management pathway 1
- fit and ready
- getting the basics right first
  • Sales management pathway 2
- motivation - creating the motivated team
  • Sales management pathway 3
- sales management styles
- adapting to the situation

Checkpoint Workshop

To confirm understanding and embed learning

Workshop

Checkpoint workshop:

  • Opportunity to ensure learning is being translated into practice
  • Catches any issues
  • Either ½ day or full day, depending on candidates’ experience

Major Account Selling Skills 

  • Sales Managers attend this 3 day course, if they have not already

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 PHASE 3 SUMMARY

Application / Assessment Events

Sales Meeting and Feedback

Simulated event where managers observe a salesperson in a meeting and give feedback

1:1 Territory and Opportunity Review

Simulated events where sales managers conduct a territory/account review with one of their reports under observation

Opportunity Review


Simulated event which takes place during the Major Account Planning course.


SALES MANAGERS’ ONLINE PATHWAYS


Soft Skills Educational Learning


The premise of this component of the sales management programme is that the educational content required to build up a base theoretical knowledge will be delivered through structured interactive online learning pathways, supported by knowledge and comprehension exercises.


The approach takes account of individuals’ different preferred learning styles and so maximises cost effectiveness.

  • Knowledge of selling – understanding the basics of professional selling
  • This is an introductory pathway that establishes and tests individuals’ understanding of the basic concepts of selling

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 Sales Management Pathway 1

  • Fit and ready
  • Getting the basics right first

Content

  • Nature of salespeople
  • Evaluate your team
  • How does your team rate and what can you do about it
  • Getting your team to understand the basics
  • Energy & fitness
  • Honesty
  • Perceptiveness
- Customer profile
- Enneagram profile (personality types)
- Customer values
  • Business insight
- Financial basics
- How companies decide to invest
  • A story – self concept
- Personality
- Customer service orientation
- GROW coaching model
- Personal power
   - Profile
   - Sources
  • Listening

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 Sales Management Pathway 2

  • Motivation, creating the motivated team

Content 

  • Sales management equation – P = M x A
  • Motivation
  • Four classic theories of motivation
- Case study based
  • Feedback
  • Money & motivation
  • Group standards & motivation
  • Group norms
  • Culture
  • Cultural framework
  • Practical ethics

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 Sales Management Pathway 3

  • Sales management style, adapting to the situation

Content 

  • Two parables about management style
  • Delegation profile
  • Maturity curve
  • Case study based examination of managing 4 types of people
  • Coaching & counselling
  • Role of the coach
  • Facilitation
  • Communication, meetings and events

Summary

  • Summary of the learning from all three pathways
  • Guidance to access to additional subject matter that impacts on sales management
  • (this content is not part of the compulsory pathways)
  • Key account management
  • Territory planning
  • Recruitment
  • Performance appraisal
  • Discipline
  • Termination
  • Management of change
  • Negotiation
  • Personal influence
  • Career planning

Application Events


Application events can be run as the starting point. This effectively works as an assessment centre which delivers a competency review of each individual, together with a suggested development plan.


We then recommend completion of the full programme and/or some 1:1 coaching, depending on each individual’s development requirements.

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  Qualification Recognition

 
Some customers and their delegates like to know that the investment they are putting into this type of training will provide them with recognised and transportable qualifications that carry credits towards further qualifications – especially MBA programmes. Naturally, this increases individual motivation to learn.


We offer more than one recognition option, and will be happy to discuss your precise requirements with you. Where the programme is linked to a recognised qualification, delegates have to submit a written assignment at the end of the course for assessment.


Our assignments are always relevant to the delegates’ day to day roles and responsibilities, so produce direct benefit for the individual and their organisation through focussing on making improvements in real sales performance. 

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