Northern Ireland based Beckinridge specialises in Technology, IT, Sales and Management training for the ICT, Corporate, SME and Government Sectors.

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 Effective Sales Management 

  Course Code - BC-301  Duration - 2 Days  

Critical success within any sales organisation is dependent upon effective sales management and the ability to communicate the function and role of'A Sales Manager' in a confident and professional manner. 

To be successful in today's highly competitive markets, everyone involved in the sales function of any market focused organisation needs to perform at the highest level of potential - this is where strategic sales management needs to be effectively put into place and to be communicated to everyone in a professional way.




- Understand the key skills needed for an effective sales 
  management function
- To develop confidence and emphasis through communicating 
  effectively with the sales force
- Apply the new understanding to their own organisation's culture and
  management style

On Completion You Will Be Able To

- Develop a better understanding on the current thinking about sales 
  management techniques and effectiveness
- Understand their own sales management style
- Communicate their role in an effective and professional manner to 
  both senior management and direct sales staff
- To increase sales achievement through a better sales structure and
  management procedure
- Increase market share and revenues from existing accounts


 Who Should Attend?


Anyone who, as part of their role needs to manage sales staff directly or the sales function of their organisation in a dynamic and professional manner.


 Course Content


Revisit the Management Basics 
- The scope of the sales 
  manager's role 
- Adapting the role to your 
  organisation's culture 
- Managing vs. Leading 

Team Motivation 
- Building on peoples' basic 
- The individual within the team 
- Target setting and attainment 
  through people 

Planning & Managing your Time 
- Jurans 'truth' 
- Urgent vs. Important 
- Knowing what your job is - and 
- Controlling your environment 

Communication Skills 
- Influencing vs. Threat 
- Listening effectively 
- Using question to control
- The written word 

Setting Targets & Appraisals 
- Territory vs. Product 
- Account responsibilities 
- Appraising to motivate 

Operational & Strategic Management 
- Understanding the difference 
- Planning for success
- Managing within the overall 

Management Reporting 
- Developing systems that 
  everyone understands 
- Individual reviews 
- Effective forecasting - you and 
  your staff

Influencing & Negotiating Skills
- Planning your Position
- Giving and Getting
- Getting to Win/Win

The 'Meeting' Process
- Planning and Setting the 
- Getting contribution from 
- Ensuring Effective Follow Up 
  Action is taken

Practical Sessions
A series of individual and group activities to consolidate the key skills introduced during the
course, with individual Action Plans.


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Beckinridge specialises in Technology, IT, Sales and Management training for the ICT, Corporate, SME and Government Sectors in Northern Ireland.
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