Sales Management for Results

This program will provide each participant an in-depth and thorough hands on working understanding of all the professional skills necessary to manage a sales force.

The course covers areas including Understanding Social Behaviour, Traits of Excellent Sales Managers, Market Place Change and Impact on Sales, Leadership Versus Management, Leadership Styles, Effective Communication Cycle, Levels of Competence, Handling Difficult People, Handling of Problems and Conflicts which are required to provide participants a thorough and in-depth understanding of coaching and counseling for Supervisors / Managers, assessing ability (T.R.U.E), assessing motivation (W.I.S.C), the Psychology of Buying, Why Sell When People Buy, Understanding & Matching the Clients Social Behaviour, The 4 M's, Agreeing the Customer's Needs versus Wants, our Consultative Selling Methodology (C.A.R.E}, The Planning, Organizing, Directing and Controlling Functions, Sales Forecasts: Asking the Right Questions when Forecasting, Quota Management, Setting Quotas for Your Sales Team, Ways to destroy you Sales Force, Prospecting, Obtaining Referrals, Cold Calling, Leading an Effective Team, Managing Sales Activity, Motivating the Sales Team to Peak Perfomance, Time Management, the Sales Wheel, Leading Change, Basic Recruitment and Selection Skills and Setting .Industry Achievable SMART Goals.

The course covers practical points and uses real situation based role play scenarios to reinforce competence and understanding.

This course will help participants to increase their sales forces productivity by no less than 30%.

A bilingual (English/Arabic) consultant facilitates the program.

Follow-up: 6 Months Later

All Sales Directors/Managers, Sales Supervisors and Team Leaders involved in leading a Sales Team, as well as anyone passionate about making a difference in his Company's Sales results adding value to net profits.