• Implement customer-focused sales presentations to boost engagement and conversions.
• Apply structured methods for conducting individual and team performance reviews.
• Optimize key account strategies and drive deeper market penetration.
• Develop motivational leadership techniques tailored for sales teams.
• Facilitate productive training and administrative meetings to enhance team cohesion.

• Sales and Marketing Managers
• Sales and Marketing Directors
• Sales Trainers
• Sales Professionals transitioning into Sales Management

Module 1: Leadership and Communication Skills Development

• Traits of successful sales managers
• Overcoming communication barriers
• Active listening and questioning techniques
• Providing constructive feedback
• Reading and interpreting body language
• Leadership style assessment

Module 2: Improving Sales Team Effectiveness

• Consumer behavior analysis
• Persuasion principles by Dr. Cialdini
• Creating customer-focused sales presentations
• Techniques to maintain customer engagement
• Handling objections effectively
• Key account and territory management
• Planning for new business development

Module 3: Recruiting and Retaining High-Caliber Sales Talent

• Identifying traits of top sales performers
• Effective recruitment strategies
• Interview preparation and execution
• Onboarding and integration techniques
• Team-building fundamentals

Module 4: Motivating and Rewarding Sales Teams

• Role of positive mindset
• Motivation and demotivation factors
• Designing sales contests
• Managing underperformance
• Conducting impactful sales meetings
• Building award and recognition systems

Module 5: Coaching and Mentoring for Peak Performance

• Goal setting for improvement
• Managing rejection and setbacks
• Coaching for development
• Implementing change management
• Time management strategies
• Creating personal action plans

Module 6: Optimizing Key Account Management

• Classifying and prioritizing accounts
• Customer targeting aligned with company strategy
• Strategic account planning
• Relationship-building techniques
• Account retention strategies

Module 7: Conducting Effective Sales Meetings

• Agenda creation and structure
• Driving accountability
• Review and forecasting methods
• Fostering participation and feedback
• Post-meeting follow-ups

Module 8: Aligning Sales with Company Strategy

• Translating business goals into sales actions
• Building measurable targets
• Integrating cross-functional collaboration
• Strategic reporting frameworks
• Measuring ROI from sales activities

Module 9: Building a Reporting System for Sales Teams

• Defining key sales metrics
• Tools and software for tracking performance
• Establishing reporting cadences
• Analyzing sales data for decisions
• Driving continuous improvement

Module 10: Final Review and Action Planning

• Summarizing key learnings
• Group discussions on implementation challenges
• Personal development planning
• Course evaluation and feedback
• Final assessment and certification

The course combines various teaching methods, including instructor-led presentations, group discussions, case study analyses, and assessments through quizzes and a final exam to engage participants and ensure they understand and retain the material.