Getting the very best results – consistently – from your salespeople is a complex and challenging task, involving a wide range of management capabilities and communication skills.
Using our proven Sales Performance Management System as a framework, this programme helps sales team leaders and directors to raise performance levels, increase salespeople’s motivation to achieve their goals, limit the damage and cost from failing performance and build a robust sales delivery culture.
If you’re a sales leader under pressure to deliver more revenue and profit with constrained headcount growth, this management development programme will provide many of the answers to the sales performance conundrum.
What we cover:
- Principles of Sales Performance Management
- Using and adapting Sales Management Styles
- Setting the tone – understanding your impact
- Understanding individual motivations
- Creating the right ‘sales culture’
- Individualised Goal Setting
- Analysing individual accountability metrics & KPIs
- Developing practical assessment tools
- 1:1 Performance Review techniques
- Coaching Styles and Behaviours
- Handling conflict & discontent
- Using Rewards & Incentives
- Penalties & Repercussions
- People Development planning
- Organisation & Environment
- ….and much more!
