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Managing a sales team is different to the usual management challenges. Good sales people are often not good employees and sometimes allowances have to be made if we are to close more sales. Every challenge is different. Sometimes we need to employ "Farmers" to develop relationships and grow the customer base. Other times we need the "Hunters" who love to close but don't have the staying power to farm. Some sales people have to be strictly controlled and others do well with no control at all. Good sales managers are aware of the difference and the need to manage these people differently.
The practical sales managers course has been developed by Richard Mulvey to cover the essentials of first class sales management. This two-day course is designed for sales managers, sales directors and any manager who has sales people reporting to them and will arm each delegate with the tools required to manage a great sales team. The course includes the following: 1. Employing the right people and developing a team 2. Interviewing techniques 3. The hunters, the farmers and the farmer's wife 4. Commissions and incentives 5. Planning, organising and controlling the sales team 6. Developing a vision for the sales team 7. Motivating your sales people 8. Managing change 9. Developing sales strategies 10. Using technology to improve sales 11. Setting goals together 12. Forecasting 13. Managing performance and measuring results 14. Coaching and mentoring The course is designed to be highly interactive. There will be sales managers for many different industries on each course so we will all be able to learn how others solve sales problems and motivate sales teams. To ensure that there will be time for everybody to contribute we will limit the number of people on the course to twenty.
The public courses are available in Johannesburg, Cape Town and Durban, but the course can also be constructed to fit your needs and run on your premises if required. The advantages of running the course on your own premises include: The use of examples in your industry, the course can be adjusted to focus on your company's needs and you can set the dates to suit you work patterns.
The investment for each trainee is R4,450 plus VAT with 10% discount if three or more individuals book from the same company.
Johannesburg Bailiwick Manor Ferndale, Randburg 15 and 16 November, 2012
Cape Town Premier Cape Manor Hotel Sea Point 26 and 27 November, 2012