Sales Leadership in the Field

This module is for Sales Directors and Sales Managers who have direct responsibility for leading and managing a sales team.

The Key Outputs:

A comprehensive criteria for evaluating an effective sales visit.

• A highly effective coaching guide.
• A detailed template for managing joint sales visits.
• A comprehensive feedback process.

The Agenda (2 Days)

Introduction and Objectives

• Setting the objectives for the participants.

Monitoring Results

• How to monitor and analyse the sales key performance indicators. How to recognise trends that influence decisions.

Managing the Joint Visits

• How to adapt your role in the different situations in order to achieve the best outcome.

Coaching or Managing?

• Knowing when to coach and when to manage and how to make the necessary changes. Developing a coaching approach that suits the individuals.

Giving Feedback

• How to give feedback that is listened to and acted on. How to manage emotion.

Recognising good performance

• Knowing what good looks like and how to replicate it across the team.

Personal Action Planning

• How to implement the key learning points.