Advanced Sales Management 2013

Sales management today is highly complex and multi-faceted. The demands on sales managers are constantly changing and evolving. As well as being good at managing costs and keeping tight control the sales manager must also be an inspiring leader and on the job coach. Rather than “controlling the-what” managers today must “create the how” through enlightened leadership, coaching and a focus on exceeding the customer’s needs. It is imperative that you keep your knowledge and skills current and up to date.

Succeeding in business today is tough. Competition is intense, customers are more demanding and tech savvy than ever before, products are getting more complex and everyone is expected to do more with less, faster!! Sales managers are under a lot of pressure to make sales without giving away margin, to exceed customer’s expectations by adding value and to be more productive. A good sales manager can do wonders to improve the motivation, skills, strategies and performance of an average sales person. Conversely, a mediocre sales manager can put a big dent in the effectiveness of quite good sales people.

How often do you hear the phrase "people are our greatest asset"? This often used saying has become something of a cliché of modern life it is also a paradox since, although it is undoubtedly true, most organizations fail to put into place strategies for recruiting, effectively managing and most importantly retaining high performers. Talented sales people want to work in an environment where they are stretched, challenged, developed and supported. Where they can improve their skills and knowledge and grow. Recruiting, retaining and keeping motivated sales talent is the battleground for companies nowadays.

The ideas, strategies and skills in this advanced 2 days’ workshop are based on extensive research on the management and leadership best practices used by top sales managers in leading organizations.