Effective Sales Management & Best Practices

Created by LEC Team
Last updated Mon, 27-Mar-2023
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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 methodsĀ 



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

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Dates Venues Price Details
2023-06-05 Paris $5750 Details
2023-07-03 Paris $5750 Details
2023-07-31 Paris $5750 Details
2023-08-28 Paris $5750 Details
2023-09-25 Paris $5750 Details
2023-10-23 Paris $5750 Details
2023-11-20 Paris $5750 Details
2023-12-18 Paris $5750 Details
2023-06-05 Berlin $5750 Details
2023-07-03 Berlin $5750 Details
2023-07-31 Berlin $5750 Details
2023-08-28 Berlin $5750 Details
2023-09-25 Berlin $5750 Details
2023-10-23 Berlin $5750 Details
2023-11-20 Berlin $5750 Details
2023-12-18 Berlin $5750 Details