Effective Sales Management:How to Build a Winning Sales Team

What Sales Management Is All About
Who Is a Sales Manager?
Setting Your Objectives
Ten Qualities of a Winning Sales Manager
What Successful Sales Managers Do
Time Management

Recruiting
Beginning Your Search
Conducting the Interview
Evaluating Candidates
Hiring and the Law
Making the Hiring Decision
Making the Offer
Checking References

Training
Getting Off to a Good Start
Putting Your Training Plan Together
Keys to Training Salespeople
A Two Day Training Program
Training Never Ends

Motivating and Managing Salespeople
Set a Good Example
Concentrate on Productivity
Prospecting
Closing
How to Sustain High Performance
Sales Manager?s Troubleshooting Guide
Quotas and Incentives?1
Quotas and Incentives?2

Evaluating Your Sales Team
Why Do Evaluations?
Communication
How to Conduct a Performance Appraisal
Following Up?Three Suggestions
Two Keys to Superior Performance
Recognizing and Addressing Problems
Compensation Guidelines
Correcting/Adjusting Compensation
Terminations

Some Final Thoughts
Some Final Thoughts
Moving from Succeed to Excel
Voice of Experience
Rewards for Top Achievers
Develop a Personal Action Plan
Growing as a Sales Manager
The Perfect Sales Manager

After completing this course, students will know how to:

Show how to recruit a successful sales team.
Explain sales training.
Explain strategies for motivating salespeople.
Discuss evaluation techniques.

Prerequisites