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Fundamentals of Sales Management for the Newly Appointed Sales Manager

Seminar #5227 Classroom
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You’re a new sales manager, taking over a sales team with both rookies and pros.

You also have an open territory that needs to be filled as quickly as possible. Where do you start? How do you gain the respect of your team? How can you maximize the skills of each team member? And how do you respond to your manager’s demands? In this seminar, you will gain critical-to-success management skills, from proven communication techniques to interviewing tools…from establishing an effective training program to a six-step coaching process that helps you maximize your sales team’s skills.
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Schedule

  • [3] days
  • [3] days - $2,445 Non Members
  • [3] days - $2,195 AMA Members
  • [3] days - $1,880 GSA

Credits

1.8 CEU

Download Our Course Info Packet Today
The course packet will provide all curriculum information necessary to demonstrate the value of the program.

Schedule

We have 14 scheduled sessions located nationwide starting between 8/6/2014 - 4/22/2015

Date Location Duration Attendees  
Aug 6, 2014 - Aug 8, 2014 New York, NY 3 Days
Aug 18, 2014 - Aug 20, 2014 Atlanta, GA 3 Days
Sep 15, 2014 - Sep 17, 2014 Arlington/Washington DC, DC 3 Days
Sep 17, 2014 - Sep 19, 2014 Chicago, IL 3 Days
Oct 8, 2014 - Oct 10, 2014 San Francisco, CA 3 Days
Nov 3, 2014 - Nov 5, 2014 New York, NY 3 Days
Nov 19, 2014 - Nov 21, 2014 Chicago, IL 3 Days
Dec 8, 2014 - Dec 10, 2014 Indianapolis, IN 3 Days
Jan 26, 2015 - Jan 28, 2015 New York, NY 3 Days
Jan 26, 2015 - Jan 28, 2015 Chicago, IL 3 Days
Feb 25, 2015 - Feb 27, 2015 San Francisco, CA 3 Days
Mar 9, 2015 - Mar 11, 2015 New York, NY 3 Days
Mar 18, 2015 - Mar 20, 2015 Chicago, IL 3 Days
Apr 22, 2015 - Apr 24, 2015 Boston, MA 3 Days
Registering more than 4  people, please call 1-877-566-9441.

How You Will Benefit

  • Make a smooth transition to sales management
  • Win respect by building your management skills
  • Ensure your team’s productivity through recruiting, training and coaching skills
  • Effectively plan—and target—customers and territories
  • Successfully plan your logistical operations and organizational structure

What You Will Cover

  • Making the transition to management
  • Understanding management communication styles
  • The Internal Motivation theory
  • Developing SMART goals
  • Recruiting and interviewing
  • Creating for, and presenting information to, the salesperson
  • Best practices in sales skills today
  • Characteristics of appropriate delegation
  • Positive approaches to problem solving
  • Developing a win-win appraisal or goal-setting system
  • Applying the principles of team-building
  • Recognizing the principles of leadership

Extended Seminar Outline

Who Should Attend

Newly appointed or prospective sales managers who need the tools to respond to customer, team and company needs. Note: More experienced sales managers should attend Advanced Sales Management.
 
 

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