BEING SUCCESSFUL AS A SALES MANAGER

BEING SUCCESSFUL AS A SALES MANAGER


INTRODUCTION
In the decade ahead, sales managers and sales people will be facing more challenges and opportunities than at any time in the past. No job will be more important than sales in the effort to increase our worldwide competitiveness. With intensifying competitors from foreign products and services , the performance levels of sales managers and sales people will effect not just their own career but the economic health of the nation as a whole.
The two primary objectives of the sales managers are to achieve the company’s goals and to develop the people reporting to them. Many sales managers operate without a proper sales management process. This event will assist the sales manager to put in place a sales management process where he/she can clearly define the activities and responsibilities of the sales force and construct a formal organization of the sales operation.

COURSE OBJECTIVE
At the end of this training session, participants will be able to;

1. improve on their sales managers skills
2. understand better on their duties and responsibilities as a sales manager for the future
3. manage and lead sales team more effectively
4. develop sales strategies for long term success
5. respond more effectively to environmental changes
6. create a sales and customer driven culture
7. manage the sales performance of their sales personnel
8. develop strategies to motivate their sales people better

CONTENT
DAY 1
Module One The duties and responsibilities of the sales manager

Who are sales managers?
Sales planning and budgets
Estimating market potential and forecasting sales.
Organising the sales force.
Recruiting the sales force.
Selecting the sales force.
Training the sales force



Module Two How to lead a high performance sales team
What is leadership?
What makes a successful leader?
Sales management leadership in practice
Ways of leading a diverse sales force.
Sales management challenge
Case study 1

Module Three What makes a good sales manager?
The 5 roles of a sales manager
The 10 Myths of a sales manager
The 9 characteristics of an effective sales manager
Ability to micro and macro manage.

Module Four Effective sales management strategies
Sales and marketing planning
Analyzing current marketing situation
Determining market and sales potential
Sales strategies and tactics
Factors influencing sales strategies
The influence of PLC, competitors and changing market needs.


Module Five How to build a sales team that sells
The importance of recruiting and selecting the right sales personnel
Ways of motivating sales people continuously
The ongoing training and developing process for sales personnel
Organisation and compensation
Establishing sales territories
Case study 2

DAY 2

Module Six How To Establish A Sales Driven Culture
Giving priorities to customer needs
Focusing on changing market requirements
Continuous monitoring and measuring of performance
Don’t be too quota driven
Being proactive on customer needs
Listen to the voice of your customer
Ensure other supporting teams give priority to sales


Module Seven How To Monitor Sales Performance
The 5 approaches of qualitative techniques
The 3 approaches of quantitative techniques
Analyzing sales budgets
Setting realistic standards
Identifying KPI’s



Module Eight Coach For Sales Success
Who needs coaching
Identify the skills and knowledge gap
Diagnose the need for coaching
Determine role models
Set realistic goals
Measure performance and take corrective actions

Module Nine How To Manage And Motivate Your Sales Team
The importance of managing and motivating sales personnel
Setting performance standards
Gathering information
Measuring and evaluating performance
Appraisal interview
Account management
Career management

Course Leader
Thanabalan graduated with Honours degree in Management and Biochemistry from University Science Malaysia in 1987. He obtained his MBA from University Kebangsaan Malaysia, majoring in General Management. Thanabalan started his career in Manufacturing operations as Production Executive and gradually moved in various managerial positions such a Production Manager, Packing Manager,Planning and Logistics Manager, Sales Manager and Factory Manager. Baxter healthcare, London Rubber Company, Solectron, Mona Industries and Asiatic Dipped Products are among some of the organisations that he has worked with. Since 1996 he has lectured in various subjects in MBA programmes. He has also lectured in University of Malaya and University Technology Malaysia as a part time visiting lecturer. He has conducted numerous public and in house programmes for both the private and Government sectors, among them, Ministry of Defence, TLDM, Titan Group, CS Metal Industries, Sharp Roxy, Petronas, ShinEtsu Sdn Bhd and many more

ALPHA CONSULTANTS (M)SDN BHD
No.1141, 11th Floor, Block A3,
Pusat Dagangan Setia Jaya
Jalan PJS 8/9, 46150 Petaling Jaya
Tel 03 56384645, 0136309280, Fax 0356384645
Email - alphapj@gmail.com

This pogramme is available both as an inhouse and public programme. Please contact us for further details.