In an environment that offers more and more ambitious challenges every day, the management of a
commercial team is effective if you combine some key-ingredients: strategy,
leadership and management.
The method and continuous focus on results, combined with building strong and inspiring relationships with salespeople, are the primary drivers of their motivation and success.
The course provides levers and operational tools to accompany the Sales Manager in the day-to-day management of his or her employees to acquire real leadership "in the field."
- Being a leader recognized by the sales force
- Identify and develop your talent in dealing with salespeople
- Gaining effectiveness in "managing the everyday" through operational tools
- Create and strengthen team spirit
- Manage and motivate salespeople remotely
- Establish positive relationships with the sales force
- Tackling and solving difficult cases
- Directors and sales managers
- Area manager
- After-sales service managers
- Anyone who has to manage a group of employees in business
Being a manager of a sales team
- Key Competencies of the Sales Manager: being able to identify one's strengths and areas for improvement
- Identifying one's management style: "how am I perceived by my salespeople?"
- Building the Vision: effectively communicating the business plan by reinforcing the motivation of the sales force
- Develop confidence in oneself and one's vendors: accept others' ideas, leave room for innovation
Vendor management in daily business
- Identify the profile of my salespeople
- Adapting one's management style: "when to be directive? When persuasive or delegating?"
- The operational management of different types of interviews
- Motivation: how to build and communicate challenging goals
- Coaching as a training and motivational tool
- The need for individual and collective stimulation: how to break the routine
Managing and motivating even in difficult situations
- Using assertiveness techniques to "catch up" with a salesperson without going to the breaking point
- Taking action to cope with demotivation
- Managing conflict situations by leveraging the expression of emotions
- Identify the most effective communication styles
- Communicating unsatisfactory results
- Techniques to be used to implement unpopular procedures and decisions
Exercises
- The intervention is structured through the resolution of a real case. Participants will discover the most established operational tools and techniques in a fully interactive mode.
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