 BUSINESS CHALLENGE
The sales manager is chiefly responsible for the company’s revenue from direct sales to end users or resellers. In many organisations this revenue makes up the entire distribution-to-market mix. The sales manager therefore plays a crucial role in the organisation’s success and in producing a return to shareholders. A sales force can either “thrive” or “dive” depending on how well it is lead. What is required to lead a high performing sales team that is accustomed to overachieving? What understanding should sales managers have in terms of process and sales staff in order to have them performing at their peak?
Frequently, sales managers are promoted to their role because they were good sales people, regardless of their management abilities. What is the impact on the business when you take your top sales person “off the road”? Does the best sales person necessarily make the best sales manager? What are some of the common challenges faced by technical or industrial organisations when dealing with the sales process, structures and creating sales cultures? What impact does this have on the company’s opportunity costs?
This programme has been designed by experts whose job it is to turn the performance of ailing sales teams around and into success stories. Find out how they do it, and what you can do to develop and lead a happy, high performing sales force.
 TARGET AUDIENCE
Sales managers, sales supervisors and all others who manage sales teams, including those being groomed to do so, and owners of small to medium enterprises.
 LEARNING OUTCOMES
On successful completion of this programme, it is expected you will understand:
- What it means to be a sales manager
- The difference between management and leadership
- How to develop a dynamic sales culture and team
- The sales manager’s role as a motivator
- Incentives programmes that work
- In-field-coaching
- How to determine your market position and target markets
- Market penetration and client structure
- Market penetration and team structure
- Effective management of client performance and CRMs (Customer Relationship Management software)
- Effective management of staff performance
 PROGRAMME STRUCTURE
Interactive theory sessions, workshops, and discussion groups. There will be plenty of chances to use the programme as a forum to share and learn from the experience of other sales managers.
 IN-COMPANY OPTION
NZIM will partner with you to deliver a customised programme for your organisation. NZIM partner with some of New Zealand’s leading organisations, to deliver high quality learning programmes, designed to meet specific organisational needs.
 SALES DEVELOPMENT PATHWAY
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