Why You Should Attend This Course:

For new Sales Managers, making the transition from selling to sales management is never easy. Even with seasoned Sales Managers, a strong foundation in skills is required to effectively manage a sales team due to constant changes in the business environment.

This course will equip Sales Managers and new Sales Managers with the knowledge and competencies to manage a sales force at the highest level. It will enable them to lead each salesperson within the team to excel in the marketplace and accelerate sales performances.

In an era of hyper competition, every Sales Manager need to adapt quickly and lead the team to beat competitors who operate on different rules. The lack of fresh in-depth knowledge and competencies to manage the sales force in today's complex environment can lead to team performance which is far from maximum potential.

Learning Outcomes:

• Understand key principles in managing a sales team in today's business context
• Analyse current issues and apply best practices in sales force management
• Gain key competencies in leading sales team to effectively manage key customer portfolios and seek new opportunities]

Course Outline:

Modern Sales Force Management

• The challenges of today's marketplace
• The role of the Sales Manager

Fundamentals of Sales Planning

• A framework of sales planning
• Planning sales growth and profitability

Managing the Sales Process

• Designing the Sales Process

• Managing Sales Territories effectively

Coaching for improved Sales Performance

• The Sales Manager as Coach and Leader

• Coaching techniques to enhance sales performance

Sales Performance Management

• Setting quotas, incentives and rewards for the sales team

• Measuring sales force effectiveness and efficiency

Who Will Benefit?

• All middle and senior managers who are required to achieve results through a sales team.
• Managers who are required to perform the sales management function within their organisation.
• Executives who are about to assume sales management responsibilities.

Trainer's Profile:

Since 1990, Dr. Bob Foo has provided consulting and training services in professional selling, key account management, sales management, strategic marketing and negotiation dynamics throughout the region. Prior to this, Bob spent over 10 years in senior regional management positions with multinational corporations. In his corporate career, Bob has travelled widely throughout Europe, the US and the Asia-Pacific region.

Bob has a Ph.D from the University of Nottingham, a M.Sc. in International Marketing from the University of Strathclyde as well as professional qualifications in Administrative Management, Business Administration, Accounting & Finance and Public Relations. He is also a Fellow of the Chartered Institute of Marketing (FCIM) as well as a Chartered Marketer.

He writes and speaks on breakthrough business concepts for the 21st century. His articles have been published in Asia 21, The Singapore Marketer and Today’s Manager.

Dr. Bob Foo is also a qualified Instructor for Higher Education Teaching and a qualified Higher Education Instructional Leader certified by National Institute of Education (NIE) and Singapore Institute of Management (SIM).