Sales Management: Building a Championship Sales Team

Audience

The target audience for this series is new sales managers sales team leaders or current sales managers who want to improve their management skills. This series is also recommended for marketing managers who participate in sales development programs.

Objective

• Identify the guidelines for ensuring a successful culture and effective processes.
• Follow the guidelines for ensuring successful sales management.
• Follow the guidelines for interviewing successfully.
• Follow the steps for building trust between sales professionals and yourself.
• Follow the steps for ensuring that field training is effective.
• Sequence the steps for setting performance standards.

Topics Include

Unit 1: Ensuring an Effective Sales Team

• Identify the common daily tasks of a sales manager.
• Identify the guidelines for ensuring a successful culture and effective processes.
• Follow the guidelines for ensuring successful sales management.
• Identify the qualities of a successful sales professional.
• Identify the guidelines for interviewing successfully.
• Follow the guidelines for interviewing successfully.
• Simulation Overview:
• In this simulation you are the new sales manager for the enhanced telecommunications unit and will be interviewing Diane Kennedy a candidate for a sales position. Because this is your first experience interviewing a candidate Drew Canfield Director of Sales will sit in on the interview. You will need to prepare for the interview with Diane by creating lead questions and reviewing her resume. Then you need to follow the steps for conducting the interview.

Unit 2: Building Sales Team Unity

• Sequence the steps for building relationships that increase motivation.
• Follow the steps for building relationships that increase motivation.
• Select the steps for building trust among sales team members.
• Follow steps for building trust between sales professionals and yourself.
• Simulation Overview:
• In this simulation you will meet with Robin Carlson a sales professional for the enhanced telecommunications unit for which you recently became the sales manager. You are scheduling a meeting with each individual of the sales team in order to establish relationships with your employees. You need to follow the steps for building relationships that increase motivation and the steps for building trust between sales professionals and yourself.

Unit 3: Ensuring Effective Sales Performance

• Arrange the steps for ensuring that field training is effective.
• Cover necessary information when training a sales professional.
• Sequence the steps for setting performance standards.
• Follow the steps for setting performance standards.
• Identify the actions to prepare for a performance evaluation.
• Follow the guidelines for conducting successful performance evaluations.
• Simulation Overview:
• In this simulation you will meet with Nathan Iverson to conduct a performance evaluation. Nathan sells software that tracks prepaid accounts for wireless and landline telecommunication companies and consistently tops his sales goals. However some of his teammates have complained that he is difficult to work with especially when they have asked him to help them establish contacts to sell their products. You will need to follow the steps for conducting a performance evaluation and explain the performance standards.

Duration

4

Minimum Requirements

The CDROM version of this course requires:

• At least a 486DX 33Mhz CPU.
• Microsoft Windows 3.1 or higher and a Microsoft compatible mouse.
• At least 8MB RAM.
• At least VGA graphics capability with a minimum 512K video RAM (1MB video RAM recommended).
• At least a double speed CDROM drive.
• An MPC compliant sound card with attached speakers or headphones is recommended (Currently only the CDROM version supports audio).

• At least a 486DX 33Mhz CPU.
• Microsoft Windows 3.1 or higher and a Microsoft compatible mouse.
• At least 8MB RAM and 22MB available hard disk space or file server space.
• At least VGA graphics capability with a minimum 512K video RAM (1MB video RAM recommended).

Media