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Skills Course]
Effective Management
of a face-to-face Sales Team
(A Two-Day Programme)
This programme is ideal for Team Leaders or Managers who are new to the
industry as well as for experienced management teams who wish to enhance
existing skills or monitor why their Field Sales Team is operating successfully
so that effective skills can be maintained in the future.
The programme is practical, includes extensive delegate participation and
group discussions and is adapted to suit the requirements of each delegate or
group. Provision is made to examine, on a group or one-on-one basis, relevant
and individual examples of effective solutions for difficulties with objections,
inter-personal relationships or other challenges with staff in the specific
Sales Teams which delegates represent.
The objective of the training is to provide practical ideas and skills
relating to management and communication, which will equip delegates to
successfully establish and manage a Sales team involved in face-to-face
marketing.
Programme Content:
- What are the major challenges
faced by a Field Sales Team operating in South Africa today?
- What qualities and skills are
the most important to be able to be a successful Manager or Leader when
dealing with a team comprising diverse personalities, experiences and
skills-levels.
- How to cultivate and maintain
a consistent team effort within a Sales Team.
- How to constructively assist
individual team members to modify inappropriate work-related behaviour and
eliminate ineffective patterns or habits.
- How to keep team members
motivated even when there is stress, pressure or when there is one team
member who is having a “slump” and is infecting others.
- Ways of eliminating the
barriers that prevent a Sales Team from providing optimum results.
- How to prevent a Sales Team
from falling into a COMFORT ZONE.
- Setting sales goals and using
Incentive plans to reach these goals.
- How to assist a sales team to
improve their prospecting skills.
- How to increase the closing
rate of your Sales Team.
- How to assist your Sales Team
to overcome objections.
- Other effective training
strategies for maintaining skills used by Sales staff.
- Utilising monitoring processes
to ensure optimum results from the Sales Team.
- Conflict resolution.
- Recruitment and staff
selection tips and a discussion of what qualities and skills are the most
important to be able to work successfully in face-to-face marketing?
- Other management and
leadership skills essential to managing a successful Field Sales Team.
Programme Originator: Renett Estelle Grové
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