Sales Management Planning

The role of a Sales Manager is to ensure that objectives are met. And to do this, every salesperson on his or her team must be active, focused and efficient. You can't manage sales. It's the salespeople's activity and performance that must be managed. And to do so intelligently, humanely and motivatingly.

Objectives


  • Ensuring the achievement of sales objectives through relevant and regular planning of salespeople's activities, and through the development of their organizational skills
  • Educate and motivate salespeople to implement key success factors in managing their territory and their customer and business portfolios
  • Motivating and developing salespeople to succeed

 

Participants


  • Sales Managers
  • 12 participants max.

 

Prerequisites


  • Mastery of sales techniques
  • Responsibility for a sales team

 

Programme

:

The principles of motivating sales management

  • Planning and coaching activities to guarantee results, factor no. 1 of sales motivation, and supporting skills developments.
  • Educating and motivating sales person to become the primary actor in their own success.

The sales results of your team members

  • Static and dynamic analysis of sales results
  • Analysis of the salesperson's customer and business portfolios
  • The principles of root cause analysis

 

Your salesperson's capabilities and activities

  • The importance of defining activity "standards" and KPIs
  • Analyse capabilities (knowledge, skills & motivation)
  • Define the best possible action plan to achieve the objectives

 

Conducting a motivational activity management meeting

  • The diary of the specific 1to1 ‘EDQ’ management meeting
  • Situational management: choosing your communication style
  • Conducting the interview in a motivating way
  • Raising awareness of gaps and corrective actions
  • Selling the right action plan to your sales people
  • Getting the best out of each of our sales people
  • Role-play training

 

Methodology


  • Role-playing to make each person aware of his or her practices that need to be improved
  • Inductive facilitation to encourage active participation
  • Individual coaching during the training
  • Personal action plan
"Winfried's ability to deliver the training with a high level of pedagogy in line with the company's objectives and, last but not least, the pleasure we had working together are second to none."
Mohammad El Khoury
"For more than 30 years, thanks to Winfried, I've been integrating into my DNA this passion and know-how for negotiation and management that he's one of the rare people to know how to pass on so well ... I prescribe his advice with my eyes closed!"

Frederic Bengold
"WW has helped us support our international expansion through a digital training platform. He's talented [...] and, on a human level, he's been able to identify how to use everyone's strengths and weaknesses to get us all moving in the right direction. Well done!"

Philippe Loups

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WWINDER SALES CONSULTING SARL, 19 avenue Adrien-Jeandin, 1226 Thônex   +41.79.211.80.99   win@wwinder.com