Field Sales Management

Overview

A Field Sales Manager succeeds through team effort. For your sales team to meet its objectives and achieve outstanding results, you must be able to motivate and coach each member, while leading by example. Learn how to make your team look forward to your field visits and how to train and develop them during the process.

Learn sales leadership skills that generate top performance from all your team members. Whether you are newly appointed or experienced, this practical program provides a wealth of ideas for achieving sales targets through improved people management.

High Spots

Identification of performance categories and leadership styles
A Performance Development Plan to maximise the potential of each of your team
Learn to use a powerful coaching tool during your field visits
Participative projects and case studies during the course bring the theory alive in a fun and challenging way

Identify your own sales management style and improve performance by adapting your approach to meet the needs of your team
Recruit and select high performing salespeople
Lead and motivate your sales team to achieve results in tough times as well as good times
Prepare and deliver effective and motivational team meetings
Benchmark and coach your team during field visits
Establish realistic Key Performance Indicators for individuals and the team as a whole
Conduct effective performance reviews
Create your own Development Diary and Personal Action Plan to help you, your team and your company long after the programme