Managing and Leading a Sales Force
About this course
Many changes are required from a person that is promoted from salesperson to manager. Most new sales managers take up their post largely concerned with doing a good job by focusing on the tasks at hand and through planning their everyday activity. Often, they neglect to see the bigger picture and how their behaviour can impact on the goals and well-being of the entire organisation. The transformation from thinking and behaving like a salesperson to thinking and behaving like a manager is not something that happens overnight. There are several predictable phases that the new manager will pass through. It is good to know about these stages even if you are already a manager, as there may be team members that you promote, and you will need to help them through these stages in order to reach their potential as soon as possible. Whether you are in a top, middle, or first-line sales management position, you will be required to fulfil five basic functions. All of these are covered in detail in this module and include;
ONE, Planning – An organisations marketing department develops plans, strategies, and tactics that allow the company to reach its growth objectives. The sales team responds by developing their sales plans, strategies, and tactics that deliver on marketing’s growth targets.
TWO, Staffing – you will be directly involved in attracting, hiring, and retaining the right people in the sale team, locally, nationally and possibly even internationally.
THREE, Training – as the sales manager, you decide which training methods to use, who should be trained, where, and when they should be trained.
FOUR, Directing – here you are required to deal with people positively and persuasively from a leadership position. This includes motivating the team through proper compensation and incentivisation.
FIVE, Evaluating – where you need to be comparing actual performance to planned performance goals on a continuous basis in order to determine whether to take corrective action or not.
The right attitude can make all the difference in your transition into management.
What you will learn:
- The role of the sales manager
- Transition from salesperson to sales manager
- The seven phases of post- promotion
- Problems new managers experience
- The key to a successful transition
- Sales management functions; forecasting, budgeting, organising, recruiting, people planning, employment planning
- Sales force training
- Motivating the sales force
- Compensation for sales teams
- Leadership is important to success
To sign up for this course:
What our students have to say
about IMM Graduate School’s Online Short Courses
This was probably one of the most-informative courses I have ever done. The notes are so detailed and precise, it made studying for my assessments so much easier. GREAT COURSE!!!!
Excellent course. Easy to read and navigate the site. The additional reading was also helpful. Christa is very helpful on the admin side.
I enjoyed this course and I am hoping what I have learned here will help me grow as an individual and help me contribute to me organization. Christa was a great help and motivation, she knew just what to say and it kept me motivated.