Compass Vision

MANAGING THE SALES TEAM

Return to Motor Trade Courses

1. MANAGING THE SALES TEAM (1 day)

WHO FOR

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

•  Setting Standards

•  Team Meetings

•  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

•  Showroom Logs

•  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


Return to Motor Trade Courses
Contact Us | © 2003 Compass Vision