Workshop:
Sales
Performance
Management
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Overview
Sales Performance Management
Great sales results are the result of great sales management! With the need for ever increasing sales productivity, sales managers need effective tools to deliver top sales team performance. Sales Performance Management teaches the processes and skills that enable modern sales managers to get ultimate performance from sales teams.
The Sales Manager is Critical
The sales manager’s effectiveness is the key factor in a sales team’s performance. An average sales team with a great sales manager can deliver outstanding results. The same average sales team with an ineffective sales manager will deliver poor results.
When you’re making training investments, developing sales managers to be highly effective has a very high rate of financial return.
Sales Managers Are Often Poorly Trained
Many sales managers are promoted because they were good salespeople. But the skills to be a successful sales manager are completely different to those of a salesperson.
While there are thousands of books about sales, there are few about sales management. And very few indeed about modern sales management. That’s just one indicator of how hard it is to learn the skills required to be a totally effective sales manager.
This workshop teaches the very latest sales management skills in a way delegates can put into action immediately.
Sales as a Function isn’t Efficient
Whilst every other area of businesses has been the subject of continuous improvements in efficiency, typically the same isn’t true of sales. For some reason the sales function is very often regarded as some sort of ‘black box’ that isn’t understood and can’t be improved.
Modern thinking disproves this and the intelligent deployment of process, management and improvement can have a huge and positive impact on the results being obtained.
Sales Management Success Depends On
Three factors determine sales management success today. They are:
Metrics
Methodology
Management
This practical, hands-on workshop teaches exactly what needs to be done to put this into practice immediately to get the changes needed for sales success.
Key Benefits
Key benefits
This workshop teaches the skills and processes to be a highly effective sales
manager. That leads to:
Improved sales results
A more motivated and effective sales team
Predictable business and sales forecasting
Reduced cost of sale
Consistent, effective sales process
Improved visibility of sales pipeline and key metrics affecting outcomes
Higher customer satisfaction
Reduced staff turnover
Lower recruitment costs
More new recruits become productive faster
Optimum business and territory management
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Outline
Workshop Outline (2 days)
Day One – Principles of Sales Performance Management
Introduction
The sales manager’s role
Difference in role between sales and sales management
What’s changed for sales managers
Characteristics of an effective sales manager
Managing the Sales Team to top performance
Make sales management objective and effective
Use sales metrics to determine action planning and objectives
Set objectives
Role of sales process
Role of sales pipeline
Turning expectation into results
Business objectives
Sales objectives
Sales activities
Relationship between business objectives, sales objectives and sales activities
Relationship between Sales Performance Management, Sales Pipeline Management and Sales Incentive Compensation
Using metrics to manage
What metrics matter to make sales management objective and effective
Translate business performance measures into sales objectives and sales activity measures
What should Sales Performance Management measure versus what should be in the Sales Incentive Compensation Plan
Exercise: What metrics can you use?
Metrics you can manage
Link sales process to sales activities
Identify the crucial sales activities
Measure sales activities to predict sales results
