Effective Sales Management
Effective Sales Management:
Sales are the critical, as it is the revenue generating (top line) function for any organization. And at the same time has been, and continues to account for a disproportionately large share of a firm’s investment. In terms of human assets spends and top management’s time involvement.
This Sales training seeks to educate the participant on the scope and responsibilities of sales management, and apprise him in detail about certain specific aspects of sales management-sales organization and determination of sales force numbers; monitoring and control of sales performance; and motivating the salesperson. It will also focus on channel management, the selling process, and certain emerging paradigms of sales management-relationship selling, team selling, and major/key/enterprise account management.
At the end of the workshop, the participants will: Understand the role and responsibilities of the Sales Manager-both direct and supporting, measurable and qualitative
Secure a detailed understanding of the issues and principles relating to designing the sales organization and fixing of sales territories
Understand and appreciate the different elements of sales force compensation; monitoring & control; and finally, motivation, coaching, and leadership
Understand the issues and dimensions pertaining to channel management; specifically, channel design, appointment of channel members, and control, motivation & dispute resolution