The secret lies in a combination of
determination, flexibility and agility.
How can sales managers use unexpected events to drive
performance?
How can they continue to deliver sales results and retain their
teams in these troubled times?
By riding the market wave and staying on track for their
objectives!
For whom
Front-line and second-line sales
managers
Regional directors, area managers
Managers of key account managers
Mobile sales-force managers
Sales- office managers
Call-centre managers
Objectives
Drive the team’s sales performance
in an ever-changing environment.
Use sales management tools flexibly and sensibly.
Mobilize and motivate your salespeople around an objective.
Program
The sales manager’s role
- Managing in an unstable commercial environment.
- The sales performance model.
Managing issues
- Measuring the impact of issues on the business and the team.
- Being flexible to maintain performance targets.
- Using issues to improve performance.
Recovering from the unexpected
- Spotting opportunities.
- Defi ning short-term priorities.
- Bringing the sales action plan to life with the team.
Motivating the team
- Using sales meetings as a key tool to motivate the team.
- Enforcing new priorities.
Maintaining individual engagement
- How to motivate individual team members.
- A tool to develop team engagement and performance.
- Using meetings to strengthen engagement.
Benefits for the participant
Reduce stress by changing your approach
to change and your environment.
Balance performance, stress and time management.
Manage strategic changes with confidence.
Acquire new ways to motivate your team.
An approach that builds your value as a seasoned manager.
Benefits for the company
Sales performance and the achievement
of objectives.
Swift responses to changes in the market, the company or
corporate strategy.
Increased competitive advantage and proactiveness to curb ‘stop
and start’ effects.
Sales teams who are more in line with objectives, less stressed,
who react positively to change and who boost your company image.
Permanently mobilized teams.
Concept
Staying on track for your goals
The six steps to sales performance
1] Be attentive to your environment and track indicators
2] Make allowance for salespeople’s emotions in the face of an
unforeseen event
3] Analyze the unforeseen event
4] Turn the unforeseen event into an opportunity: the ‘ZIP’
action plan
5] Win support for the new priorities
6] Maintain individual engagement
Hands-on experience of the top sales managers’ secret:
striving to be the best
You will be divided into three sales teams
Hands-on exercise:
- Each team responds, understands and analyses the unforeseen
event with which it is confronted
Each team devises an action plan
Learn how to use the ‘ZIP’ tool for sales action plans:
- Draw up an appropriate action plan in record time
- Three managers ‘sell’ their action plan to the other
participants, who are ‘salespeople’
The managers present and argue their team’s action plan
Role-play:
- The most convincing manager - the one whose action plan makes
most sense and who makes people say «We can do it» - is elected
‘best sales manager’ by the other participants
- One manager in each team ‘sells’ the team’s action plan
