The sales managers complained their salesman, “they only care about money and pay no attention to our overall strategy... ” “Our processes and management systems are nothing to them.” “They always stay in office and don’t visit the new or old customers... ” “It’s a fatal mistake to hire him. He’s not fit for the job at all...”
And the salesman complained their boss, “We’re closest to the customers, but they never hear our advices when adjusting market strategy…” “Policies should be changed according to the real market. Policy itself will bring us no new customer!” “To find a suitable customer is never an easy work…” “I want to be a good salesman, but who is born a top star…”
The sales manager and sales representatives are pursuing the same goal, creating sales performance. However, there are numerous conflicts and contradictions between these two. Why? AMA (China), according to years of observation and experiences, developed a conclusion: The essence of the problem lies in the management thought and method of sales managers.
Companies often promote sales representatives with outstanding performances to sales managers. However, duty for sales managers and sales representatives is totally different. Newly-promoted sales representatives often fail to be competent due to their deficient management capabilities. As a result, sales become chaos, with fluctuating sales performances, passive employees with slow grow-up, slackness in disciplines and etc.
To help sales manager to rapidly improve management capacity, AMA (China), based on its intrinsic training and sales training, has delicately developed “Top Performance Creation Sales Management” course. The course uses case analysis, role play and practical deduction, etc. to help sales manager to grasp the following three main aspects in management:
- Sales planning management
“Sales plan in the market” is like “war strategy on the battlefield”, so the sales plan is the most important element to determine success and failure. As the old saying goes, estimate correctly one's own strength as well as that of one's opponent, and you can fight a hundred battles with no danger of defeat. The course will provide effective analysis and planning tools to help the students grasp the situation of the company, the opponent and the market, so as to produce reasonable sales plan and strategy.
- Sales performance management
“Client” is the core of sales. Steady client base is the essence to keep long-term sales performances. The course will guide the students to complete an entire process from “collection of clients’ basic information – Determination of future business opportunities – inspection of clients’ health conditions – production of clients’ action plans”.
- Management of salesmen
The cultivation of subordinates is like grinding diamonds, requiring “great caution in choosing raw materials”. The recruitment of appropriate salesmen and “delicate cultivation” are embodied in the provision of necessary guidance, assistance and training to the salesmen. The course will provide abundant case practice and systematic management skills to help you achieve the best personnel management.
How you will benefit
- Win trust and respect by improving your sales management skills
- Make effective sales plans and control progress
- Master recruiting, training and coaching skills
- Develop sales team and create peak performance
What you will cover
The goal of sales management
- Sales manager’s challenges and pursuits
- Sales manager’s roles and responsibilities
- Make shift to the right positioning
Sales planning
- 5-step planning method
- Set SMART goals
- Identify the gaps
- Do causal analysis by brainstorming
- Select high output areas for in-depth analysis
- Do 5W2H action plans
- Components of sales plans and tools for developing the plans
- Prioritize
Manage performance
- Increase the market coverage
- Develop (potential ) new customers efficiently
- Manage (potential ) customers
- Improve the competitive edge
- Marketing
- The sales force
Manage the sales force
- Four kinds of people challenges
- Apply the principle of situational leadership
Coaching to grow people
- The goal and the approach of sales coaching
- How to communicate the development plan
“The course is helpful. It helps me to systemize experience and provides practical tools.”
“The course is impressive. It combines experience with precise theory and is very interactive.”
“I not only learn sales management methods but also know some practical cases as reference.”