• Be able to evaluate the performance of sales force
• Understand how to organize the effective sales force
• Know how to direct and motivate the sales force
• Be able to supervise the sales force
• Know how to recruit the right salespeople

Sales department’s managers/vice managers, sales teamleaders

• Power Point presentation, group presentation
• Join the discussion, guide and coaching through the practice of connecting to the actual work (games, exercises)
• Watch the video clip, role playing
• Handle real situations and with reference books
• Tell the story/Sharing real experiences
• Each participants will be practicing and receiveing suggestions, editing in class

• INTRODUCTION AND JOB ORIENTATION

  1. The role of the sales force
  2. The importance of sales force management
  3. Which type of manager are you?
  4. What is your leadership style?

• RECRUITING THE GOOD SALESPEOPLE

  1. Planning your first week & month
  2. Effective recruiting process

• ORGANIZING EFFECTIVE SALES FORCE

  1. Fundamentals of your organization
  2. Stretch your management
  3. Delegation
  4. Controlling your organization through communication
  5. Scope of tasks for the sales force

• TRAINING FOR YOUR SALES FORCE EFFECTIVELY

  1. The importance of effective training
  2. Effective training process
  3. Types of training
  4. On the job training practice

• INSTRUCTING AND SUPPORTING THE SALES FORCE TO GET GOOD PERFORMANCE

  1. Planning for the meeting with customer
  2. Selling meeting
  3. Evaluation meeting
  4. Follow up your salespeople
  5. In case of losing customers
  6. Dealing with crisis

• SALES TARGET AND PERFORMANCE APPRAISAL

  1. Division of annual sales target
  2. Applying sales target division
  3. Using sales target as a motivation tool
  4. Performance appraisal meeting
  5. Personal performance appraisal
  6. Planning the performance appraisal for sales force

• SALES FORCE MOTIVATION

  1. Basic concepts of motivation
  2. Motivation elements

2 - 3 days