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About
This workshop is focused on giving participants the knowledge, strategies and tactics necessary to become effective sales managers. It focuses on how to leading and transform a group of sales people into a vibrant, productive sales force through the application of sound sales management principles.
Programme Outline
Creating and Organizing the Sales Force
Sourcing, Selecting and Training the Right Salespeople
Sales Force Compensation & Motivation
Sales Planning & Forecasting
Controlling & Monitoring Sales Force Activity
Evaluating Sales Force Performance
Upon completion, participants should be able to:
Understand how to create, organize and lead an effective sales force
Know how to prudently select and train the right salespeople
Develop a sales force compensation plan and motivation scheme
Execute prudent sales planning and forecasting
Use performance management techniques to evaluate the sales force
Demonstrate a higher capacity to make strategic decisions based on exposure to the essential course concepts
Who should do this course:
Sales Professionals looking to transition into Sales Management
Newly appointed Sales Managers
Experienced Sales Managers wishing to sharpen or update their knowledge and skills
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