open - (Page 71) Pre the course I believed that the management team should have trained ahead of the sales team. Following the course I saw real benefit from how we did it, incorporating feedback from the sales programmes, and helping us to define clearer management and coaching actions in support of the training. David, Cluster Sales Manager, Global Imaging Company Sales Senior Sales Management A core part of the senior sales management challenge is translating corporate strategy for front line customer facing teams. This program will help you achieve successful outcomes through a logical approach, simplifying the key areas of skill and focus culminating in an actionable toolkit. 9 coaching best practice and conflict resolution 9 results driven decision making 9 managing virtual and cross functional teams 9 successful communication strategies Stakeholder Mapping tools and diagnostics 9 building effective networks across the business 9 effective behavioural and communication techniques Team development 9 building a high performance management team, sales organisation, cross functional project teams 9 managing team meetings effectively Structuring for success 9 customer segmentation and needs assessment 9 organisational structure alignment, delivering a value proposition 9 process and system considerations Who can benefit? Sales managers with a need to become more strategic as well as operational. Account managers and controllers with budget accountability and customer planning responsibility. Objectives By the end of the programme participants will be able to: 9 recognise the strategic impact of change 9 translate corporate strategy into a meaningful operational front line plan 9 examine stakeholders and develop a strong internal network 9 develop and build a strong team of first-line managers and cross functional teams Manchester Mar 17-18 London Oct 21-22 PROGRAMME Roles of senior sales management Building a real-world sales strategy aligned to corporate goals Management 9 managing the team best practice 9 management styles/adaptive management Ref: SL9 2 days £398 + VAT Code AC2 AC77 AC15 Fee £19.99 £19.99 £24.99 Blend your learning experience with the following short e-courses Short e-course title Strategic Planning Sales Campaign Management Leadership © Cegos UK 2008 71
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