Sales Management: Motivating Sales Teams to Win

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 actions you can take to ensure that sales team members have high motivation levels.
• Identify the functions of a sales compensation plan.
• Identify the factors to consider when evaluating motivation levels.
• Identify actions you can take to increase your sales team's motivation.
• Sequence the steps for addressing substandard sales performance.

Topics Include

Unit 1: Building Motivation in a Sales Team

• Identify the actions you can take to ensure that sales team members have high motivation levels.
• Apply the appropriate actions to ensure that sales team members have high motivation levels.
• Identify the functions of a sales compensation plan.
• Identify the four benefits of having an effective sales compensation plan.
• Simulation Overview:
• In this simulation you will meet with Marcus Robinson a Regional Account Manager for Icon's Industrial Engine Product Group. The product group supplies engines to manufacturers of construction and agriculture equipment both extremely cyclical industries. Currently both are in a downturn and Marcus has become frustrated due to declining sales. In this simulation you will need to apply appropriate actions to ensure Marcus has high motivation.

Unit 2: Improving Sales Performance

• Identify the factors to consider when evaluating motivation levels.
• Identify actions you can take to increase your sales team's motivation.
• Apply the appropriate actions to increase your sales team's motivation.
• Simulation Overview:
• In this simulation you will meet with Maggie Roberts a Regional Account Manager for Icon's Industrial Engine Product Group. Maggie works off-site but you have sensed some anxiety on her part through recent telephone calls. In the meeting you need to evaluate Maggie's motivation and take appropriate actions to increase her motivation.

Unit 3: Addressing Substandard Sales Performance

• Identify the factors you should consider when identifying opportunities for improvement.
• Sequence the steps for addressing substandard sales performance.
• Follow the steps for addressing substandard sales performance.
• Identify the actions you should take when following up on substandard performance.
• Apply the actions for following up on substandard performance.
• Simulation Overview:
• In this simulation you will meet with Bruce Madison a Regional Account Manager for Icon's Industrial Engine Product Group. A major customer has recently complained about Bruce. There have been errors in several recent deliveries and the customer is upset that Bruce is not doing enough to prevent the errors or reacting urgently when mistakes are discovered. In this simulation you will need to address the substandard sales performance.

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