1. MANAGING THE SALES TEAM (1 day)
General and Sales Managers and Dealer Principles who are accountable for the performance of a vehicle Sales Team. Senior Sales Executives being developed for Sales Management.
AIMS OF THE PROGRAMME
To Provide Participants With The Awareness And Knowledge Of What To Do To Maximise The Performance Of Their Sales Team.
To Set Out Options For Sales Activity Management.
To Establish A Structure And Set Of Actions To Ensure Performance Is Achieved And Maintained.
To Focus Their Attention On Planning And Developing Their Sales Team.
Develop Their Own Sales Management Strategies For The Areas Within Their Controls And Evaluate Progress Being Made.
THE MAIN THEMES THAT WILL BE COVERED ARE:-
Working in a cross-skilling and participative environment, the workshop fosters an exchange of 'Best practice' ideas.
(Delegates may find it useful to bring notes on their own Sales Process, Sales Activity Management, Sales Performance Management and Reward process for comparison purpose.)
The Role Of The Sales Manager
Setting Targets For Both The Team And Individuals: Volume & Profit
Rewarding The Sales Team Appropriately
Managing Sales Executive Motivation And Morale
Enabling And Disabling Actions
Scheduling Tasks And Staff
Leading By Example
Managing And Monitoring The Sales Process Sales Executives Use
Qualification And Qualification Forms
Recording, Managing And Analysing Sales Activity
Customer Follow Up Follow Up
Coaching The Sales Team
Sales Process Training - Question & Answer And Role-Play.
Deal Building & Profit Optimisation Tips For Sales Managers
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