The purpose of this module is to learn how to craft sales strategies appropriate to an organisation’s often changing customer and business needs. Leadership recognises that one of the most important and challenging roles in the organisation is sales management. This is largely due to strong forces in the external and internal environments that can work against the organisation and its customers.
A significant role of sales management is the determination of sales force size and structure together with the management of sales force knowledge, skills, behaviours, and motivation. While in the past sales leadership focused intently on historical sales figures as the most important measure of success, the current trend is more on coaching the sales force to build long-term relationships with customers. Today’s sales force is more equipped to help customers see competitive challenges differently and make addressing these often painful problems urgent. While there is a place for transaction and product-based selling, more salespeople are engaging in relationship- and provocation-based sales approaches that instigate a more insightful understanding of customers’ real personal and business needs leading to better decision-making in the field.
Upon completing this module, participants should be able to:
Understand and use sales management terminology, theories, and models;
Formulate appropriate sales strategies taking into account significant trends in the external business environment and the internal organisational environment;
Articulate the role of sales management within a customer relationship and marketing context;
Critically investigate an appropriate sales force size and structure within different contexts;
Formulate sales quotas, territories, and forecasts within different contexts;
Articulate the impact of salesperson behaviour, role perceptions and satisfaction on salesperson performance;
Elaborate on the different factors that influence sales force motivation;
Discuss relevant issues surrounding sales force recruitment and selection;
Motivate and evaluate relevant sales training methods and objectives;
Discuss and evaluate different sales person incentive and compensation tools;
Develop, evaluate and control a sales programme for a given sales force; and
Distinguish between and apply different methods to evaluating salesperson performance.
Delegates will receive a certificate of attendance.
Two days contact time including facilitation and group activities
Date: 15 – 16 Aug 2017
Time: 9:00 – 16:00
Venue: 8th Floor, Churchgate Towers 2, Plot PC 31, Churchgate Street, Victoria Island, Lagos
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