It concentrates on boosting organization as well as projecting abilities, in addition to other technological expertises targeted at assisting salesmen towards greater efficiency.

Training Course Objectives of Reliable Sales Administration & Ideal Practices

• Layout and provide sales techniques, organize sales territories
• Use different forecasting versions to maximize sales results
• Appraise and train the sales group to create raised sales and also revenues
• Use their management and team-building capacities to enhance sales and also preserve individuals
• Perform productive sales efficiency reviews and use a broad range of sales performance examination designs

Day 1
Sales management and the marketing mix

• Sales management defined

• Sales management functions

• The position of personal selling in the marketing mix

• The sales competency model

• Major mistakes sales managers make

Planning, strategy, and organization

• Sales planning fundamentals

• 'SWOT' analysis

• Formulating sales strategies

• Sales forecasting techniques

• Organizing the sales force

• Structuring and deploying the sales force

• Territory design, allocation, and management

• The build-up and breakdown (territory design models)

• Key account management: best practices

• Account analysis methods 

Day 2
Sales cycle & process

• Tracking daily activities

• Keeping accurate records

• Analyzing closing ratios

• Prospecting

• Preparation

• Approach

• Presentation

• Handling objections

• Closing

• Follow-up

Day 3
Sales process management

• Understanding the psychology of the buyer

• Characteristics of successful salespeople

• Identifying the components of the sales process

• Selling 'ASAP'

• A framework for change in the sales force

• The customer-driven salesforce

Sales management capstone competencies

• The recruitment of a sales force

• Determining the number of salespeople (models)

• Training and coaching the sales force

• Developing and conducting a sales training program

• The field training process

Day 4
Team leadership and motivation

• The team development cycle

• Identifying team roles, strengths, and weaknesses

• Coaching salespeople for peak performance

• The sales coaching process

• Leadership principles and skills

• Situational leadership

• Motivation guidelines and principles

• The motivation mix

Day 5
Sales performance management

• The critical importance of setting standards

• Types of standards

• Characteristics of an effective appraisal system

• Criteria for results-based evaluations

• Qualitative and quantitative measures of performance

• Sales evaluation models