SALES MANAGEMENT TRAINING
Click on the programs below to find out more:
INTRODUCTION TO MANAGEMENT - Click here
MANAGING THE SALES FORCE - Click here
COACHING FOR RESULTS - Click here
TIME MANAGEMENT - Click here
INTRODUCTION TO MANAGEMENT
A flying start to a career in management
A very intensive program particularly suitable for the newly promoted manager or for those soon to assume a management role. The program deals with people management issues with clear guidelines every step of the way. Tutorial sessions, case studies, practical exercises, presentations and evening syndicate work make this an action packed learning experience.
Key topics of this program include:
Your Role as a Manager
Management Tasks and Competencies
Making the Change to Being a Manager
Self Management & Goal Setting
Delegation and Work Allocation
Motivating Staff to Better Performance
Communication & Feedback
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Key to More Effective Meetings
Monitoring and Controlling
Guide to Successful Counselling
Recruitment Procedures
Training and Developing Staff
Problem Solving
Action Planning
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MANAGING THE SALES FORCE
How to get the best from the sales team
Sales force performance depends directly upon the quality of management. This program is all about leading your sales team to success through the application of sound managerial practice. The course has been designed specifically for all managers who have or expect to have responsibility for achieving sales results through others.
Key topics of this program include:
The Essential Functions of Management
Leadership and Teambuilding
Recruiting Sales Staff
Special Problems of Training Sales Staff
The Need for Knowledge
The Manager's Responsibility for Training
Counselling and Appraisal Systems
Effective Communications for Managers
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Sales Staff Motivation
Managing or Doing
Organising Management Time
Delegation
Sales Reports and Information Systems
Developing Potential in the Sales Team
Management Styles
Future Trends and Predictions
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COACHING FOR RESULTS
Developing people in a working setting
This module is designed for managers who need to improve their subordinates competence, confidence and performance. Coaching is a powerful management tool that links directly to real work issues and problems and resolves them on the job. Coaching skills and attitudes apply to many different aspects of a managers role and help the manager make timely and effective decisions to improve the overall performance of all staff.
Key topics of this program include:
When to use Coaching
Coaching Styles
The Coaching Process
How to Conduct a Coaching Session
Questioning Technique
Key skills of Effective Coaches
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Applying Coaching Skills to Current Problems
Diagnosing People Problems
Understanding Work Motivation
Changing Peoples Attitudes
Managing Individual Change
Dealing with Emotion and Comfort Zones
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TIME MANAGEMENT
Achieve more by working more effectively
The most valuable resource available to managers is time. It is a common complaint that "there are not enough hours in the day", yet a typical manager devotes the majority of available time to low priority work. The potential to achieve more in your job and career is partly dependent upon how well time is managed. This is a participative programme in which you will be given a series of individual exercises and guidance in improving the use of time.
Key topics of this program include:
Principles of Time Management
Self Control and Discipline
What or Who Controls Your Time
Time and Work Behaviour
Identifying Your Objectives
Time and Planning
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Time Robbers
Self and the Environment
Managing E-Mail
Dealing with Paperwork
Analysing and Assessing Progress
Action Plan
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