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SALES MANAGEMENT

Sales Managers and Sales Leaders

COMPETENCE RESULTS
• Knowledge of how to guide a sales department towards its
goals
• Knowledge of how to lead and train sales teams
• An understanding of how motivation and performance are
related, and how you can influence this
• Skills in goal management, performance assessment and
constructive feedback

CONTENT, STAGE 1
• The manager and leadership
• Creating a sales culture
• My leadership style and how it affects the sales team
• The manager as coach
• Understanding the sales team’s needs
• Personal planning and organisation
• Conditions for greater motivation

CONTENT, STAGE 2
• Education and training of sales teams
• Goal formulation and reward systems
• Performance reviews
• Joint visits and performance assessment
• Strategy and tactics in sales
• Efficiency in meetings
• Personal goals and action plans
• Difficult conversations – discontinuation of sales staff

Length: 3+2 days