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Effective Sales Management

Everything you ever wanted to know about recruiting, hiring, training, and evaluating top salespeople is at your fingertips, and condensed into 83 pages. This guide gives you the insider’s track on finding and keeping ... Show More
Course Prerequisites:
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Instructor-Led Training (ILT)

Attend training in a classroom environment at a campus near you. Instructor-led training is still the number one delivery method of choice because it allows you to interact and discuss the training material, either individually or in a group setting, and you gain access to expert knowledge from certified instructors. This form of guided learning is impactful and produces positive learning outcomes. Day, evening and Saturday classes are offered.

1 Day

Course Content

Part 1: 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
  • Part 2: Recruiting

  • Beginning Your Search
  • Conducting the Interview
  • Evaluating Candidates
  • Hiring and the Law
  • Making the Hiring Decision
  • Making the Offer
  • Checking References
  • Part 3: Training

  • Getting Off to a Good Start
  • Putting Your Training Plan Together
  • Keys to Training Salespeople
  • A Two Day Training Program
  • Training Never Ends
  • Part 4: 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
  • Part 5: 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
  • Part 6: 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
  • CTU Training Solutions , Updated: July 14th, 2017

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