Workshop: Sales Performance Management

Workshop: Sales Performance Management

Workshop Overview Sales Performance Management Great sales results are the result of great sales management! With the need for ever increasing sales productivity, sales managers need effective tools to deliver top sales team performance. Sales Performance Management teaches the processes and skills that enable modern sales managers to get ultimate performance from sales teams. The Sales Manager is Critical The sales manager s effectiveness is the key factor in a sales team s performance. An average sales team with a great sales manager can deliver outstanding results. The same average sales team with an ineffective sales manager will deliver poor results. When you re making training investments, developing sales managers to be highly effective has a very high rate of financial return. Sales Managers Are Often Poorly Trained Many sales managers are promoted because they were good salespeople. But the skills to be a successful sales manager are completely different to those of a salesperson. While there are thousands of books about sales, there are few about sales management. And very few indeed about modern sales management. That s just one indicator of how hard it is to learn the skills required to be a totally effective sales manager. This workshop teaches the very latest sales management skills in a way delegates can put into action immediately. Sales as a Function isn t Efficient Whilst every other area of businesses has been the subject of continuous improvements in efficiency, typically the same isn t true of sales. For some reason the sales function is very often regarded as some sort of black box that isn t understood and can t be improved. Modern thinking disproves this and the intelligent deployment of process, management and improvement can have a huge and positive impact on the results being obtained. Sales Management Success Depends On Three factors determine sales management success today. They are: Metrics Methodology Management This practical, hands-on workshop teaches exactly what needs to be done to put this into practice immediately to get the changes needed for sales success.

Key Benefits Key benefits This workshop teaches the skills and processes to be a highly effective sales manager. That leads to: Improved sales results A more motivated and effective sales team Predictable business and sales forecasting Reduced cost of sale Consistent, effective sales process Improved visibility of sales pipeline and key metrics affecting outcomes Higher customer satisfaction Reduced staff turnover Lower recruitment costs More new recruits become productive faster Optimum business and territory management More effective training and development

Workshop Outline Workshop Outline (2 days) Day One Principles of Sales Performance Management Introduction The sales manager s role Difference in role between sales and sales management What s changed for sales managers Characteristics of an effective sales manager Managing the Sales Team to top performance Make sales management objective and effective Use sales metrics to determine action planning and objectives Set objectives Role of sales process Role of sales pipeline Turning expectation into results Business objectives Sales objectives Sales activities Relationship between business objectives, sales objectives and sales activities Relationship between Sales Performance Management, Sales Pipeline Management and Sales Incentive Compensation Using metrics to manage What metrics matter to make sales management objective and effective Translate business performance measures into sales objectives and sales activity measures What should Sales Performance Management measure versus what should be in the Sales Incentive Compensation Plan Exercise: What metrics can you use? Metrics you can manage Link sales process to sales activities Identify the crucial sales activities Measure sales activities to predict sales results Exercise: What are the top three sales activities that matter in your business?

Workshop Outline Workshop Outline (2 days) Day Two Put Sales Performance Management into Action Sales Reviews Sales reviews of individuals Sales reviews of forecasts Action planning Sales forecasting Exercise: Simulated forecast review Getting the best from people The human dimension that turns sales management into sales leadership Performance management, objective setting and review Continuous improvement through review, feedback and coaching Motivation financial and non-financial Simulation: Five step sales coaching process Recruitment and On-Boarding Sizing the sales resource required Job descriptions and objectives On-boarding Performance management in the initial period Personal Action Plan Exercise: Create your personal 30-60-90 day action plan

Who Should Attend? This workshop will benefit: Sales leaders and managers Learn modern skills to increase the effectiveness of the entire sales team New sales managers Learn the skills and processes to be an effective sales manager Salespeople who want to become sales managers Learn the skills and processes to be an effective sales manager

Workshop Leader Mike McCormac - Sales and Business Success Guru Mike McCormac is a recognised international expert in business growth and sales success. Mike teaches a variety of business and sales topics in business schools and colleges internationally and has an MBA. His professional career spans several high-profile successful roles in sales, marketing and business leadership. Mike has worked for some of the world s largest corporations and won contracts up to one billion Euros in value. He has also worked with many small and medium sized businesses to create, train and implement effective business strategy, sales processes and sales skills to drive growth and success. Subject Knowledge Mike has been a sales manager and sales director leading large teams with sales objectives of over $500m. In his consulting business he has trained, coached and advised sales leaders from a host of industry sectors in small and large companies. Mike s key ability is to get to the core issues that really matter and help people make the progress they need.