Description

You will exercise the responsibility of commercial manager or sales manager. Effective salesman so far, your new mission is to make your sales team efficient. This sales force management training provides the tools and benchmarks to help new sales managers or new sales managers move from the logic of 'doing' to 'getting done', avoid the most frequent pitfalls and quickly establish their authority of commercial manager. This training is designed to accelerate and increase your effectiveness as a sales manager from the first months in your new role.

Who is this training for ?

For whom ?

Salesperson who will be appointed sales manager or sales manager. Sales manager, sales manager in post for a few months.

Prerequisites

None.

Training objectives

Take the measure of your new responsibilities as a sales force manager

Quickly establish your authority and leadership

Succeed in your first key commercial management actions: interviews, meetings, etc

Build a success plan for the next 6 months: working method; goals ; action plan ; piloting

Training program

• Take charge of your new role
  • - Understand my roles, functions and missions.
  • - Reconcile all expectations: Management, my sales team, colleagues...
  • - Position yourself to avoid cronyism , complacency.
• Principles and key moments for successfully taking up a position
  • - The golden rules to establish your legitimacy as a manager.
  • - The strong moments to seize to gain trust.
  • - Removing fears and resistance, managing change .
• Identify your sales manager profile
  • - Identify your strengths and areas for improvement.
  • - Identify the skills and motivation of each salesperson.
  • - Adapt your management style.
• Succeed in your first interviews Establish a climate of trust.
  • - Key points from the interview guide.
  • - Managing former colleagues or salespeople older than you.
• Evaluate and stimulate the performance of your team Build your commercial reporting: activity, objectives, results, indicators.
  • - Liven up your communication (management and sales) with reporting and stimulate motivation.
• Assert your leadership in sales meetings
  • - Prepare for your first meeting.
  • - Make a successful entry.
  • - Manage the behavior of your salespeople.
• Remote activities
  • - To illustrate the contribution of knowledge: an e-learning module 'Succeeding in your first position as a manager'; a video 'Once upon a time there was a young sales manager'.