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Managing Your Sales Team
Sales performance also depends on how you lead your team. Clarify objectives, support sales practices and engage your colleagues around priorities. Develop a framework for managing activity and turning sales follow-up into a driver of collective improvement.
- Duration
- 3 days 21 hours
- Code
- MNC01FR Code
Presentation
One of the most rewarding aspects of being a sales manager is helping team members achieve their objectives. This requires rigorous coaching and the ability to develop individual skills. In this training module, you will explore how to become a more effective coach by improving the performance of every member of your team. You will also learn to identify and address the causes of underperformance. You will apply a skills development process and a system for providing timely feedback to support future efforts. Overall, you will discover a way to coach your team and help it progress towards the objectives of all stakeholders: the salesperson, the sales director and the company.
This course provides practical methods and tools to improve the effectiveness of each member of your team.
Objectives
By the end of this course, participants will be able to:
- Measure gaps against optimal sales performance.
- Listen to their salespeople and negotiate their improvement plans.
- Improve salespeople's skills and motivation, and select and implement the most effective coaching action.
- Organise sales follow-up and give salespeople relevant feedback on their behaviour.
- Promote team spirit and motivate everyone to act.
Program
Roles and responsibilities of the sales manager
- Better understand your role as a sales manager to achieve optimal performance:
- Identify the levers for improving each salesperson's results.
- Clearly define the objectives to be achieved.
- Regularly analyse results using dashboards.
- Make effective use of every available information source: activity ratios, customers, salespeople, competitive intelligence dashboards, reviews of actions taken and support for salespeople.
- Listen to the salesperson to analyse the gap (between what and what?), identify its nature and assess the salesperson's perception of it, starting from indisputable facts.
- Improve communication: prepare to listen well, develop active listening, use appropriate encouragement, provide constructive criticism and motivate your team.
- Negotiate an improvement plan, a PACTE, with each salesperson in the team.
- Questions to ask yourself to succeed as a sales coach.
Developing salespeople's skills and motivation
- The manager's involvement as team leader and coach:
- Deliver effective individual or group practice.
- Recognise successes and build on experience.
- Delegate and empower to help the salesperson progress.
- Strengthen the sense of belonging to the team and the company.
- How to increase and maintain your sales team's motivation.
- How to support your team, encourage healthy competition and build genuine team spirit.
- Presentation of the forthcoming sales training for salespeople.
- How to maximise the benefits of this training for salespeople and/or technical salespeople, the sales team, the company and customers.
Organising follow-up
- Debrief with each salesperson immediately after coaching to demonstrate your involvement, assess successful performance or respond to the difficulties they encounter.
- Conduct a later review to check the results of the coaching action.
- Intervene when the salesperson is not doing what needs to be done.
- Recognise the salesperson's success in completing a task.
- Recognise the sales team's success in achieving shared objectives.
- The 9 rules for coaching a team effectively.
- Test: are you a good coach?
Audience
This course is intended for sales executives and managers responsible for leading a sales network.
Prerequisites
Experience as a team manager.
Teaching and assessment methods
- Initial skills assessment
- Training materials provided to participants
- Continuous assessment throughout the course
- End-of-course feedback questionnaire
- Combination of theory and practical application
- Attendance records
- Post-course follow-up evaluation
- Practical exercises
Dates and sessions
Choose the date and delivery format that suit you.
No upcoming sessions are currently available.