Sales manager: the management of the sales structure

- Define the business plan and ensure its execution
- Deepen the use of activity analysis and control tools
- Optimize network productivity and sales profitability
- Deepen leadership techniques to consistently engage and motivate teams

- Sales directors and managers
- Directors and sales managers

Sales Management
- Areas of responsibility
- Focus on key activities
- Assess the impact on the team and other functions
- Budget and targets: volumes, margins and new customers
Business strategy: defining and sharing goals and guidelines
- Internal diagnosis: mapping the competitive starting situation
- Use the different segmentation criteria
- The competitive analysis
- Competitive analysis of the penetration/potential matrix
- Defining critical success factors
- Defining the value proposition
- Defining the Business Model
- Choose strategic guidelines and related short- and medium-term goals
- Apply strategic positioning by defining timelines and actions
- Making the business plan a central reference shared by the whole society
Translating strategy into business plan
- Formalizing the business strategy: preparing the business plan (CAP)
- The declination of the plan and sharing with business management employees
Structuring the business network
- Assess the structuring of the sales network: numerical, roles, internal-external balance, etc.
- Reference organization and management mechanisms: coverage of the territory, the
market, of customers, relations between field and site, etc.
- Incentive system as the key to overall results: complex quotas, quality goals, etc.
- Multichannel: advantages and limitations of different channels
- Advantages of using a CRM system
Managing the sales network: getting motivation and commitment
- Situational leadership
- The delegation
- Relational intelligence
- Techniques of persuasion and influence
- Goal setting and sharing
- Evaluate and monitor results
- How to provide feedback
- Leadership and participatory interviews
- Concepts of effective negotiation
- How to present your value proposition
Exercises
- Strategic business analysis
- Analysis of strengths and weaknesses
- S.W.O.T. and development strategies
- Defining the Business Model
- Techniques for monitoring sales force performance
- Communication skills
- Leadership skills
- Ability to delegate
- Defining and assigning motivating goals through interviewing techniques