Sales Management

£40.00 incl. VAT

Designed for Senior Sales, Supervisors and Sales Managers. Explore advanced sales techniques and core sales management skills.

Consisting of 4 modules:

  • Activity vs Performance
  • Sales Operations
  • Sales Growth
  • Sales Manager’s Toolbox

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About the Course

Course Delivery Duration: 2 x Half-day Instructor led Virtual Classroom Training (VCT) Sessions

Self-Study Duration: 2-4 hours self-study and work-based tasks

Course Materials: Downloadable materials for this course include a detailed manual for each module and a variety of other handouts and exercises. These materials will be used in the sessions and can also be used after the sessions.

Who is it for?

  • Sales Managers
  • Sales Executives and Advisers
  • Telesales Advisers
  • Sales Agents

Course Aims:
This course is designed to build on from the foundation of Sales Basics and develop a deeper knowledge of the sales process, customer buying behaviours and salesperson activity in improving results. This course will also offer an introduction to sales management from a team performance view and assist in creating development plans, applying sales training aids and monitoring and measuring activity. Ideal for Sales Executives, Senior Sales Executives and Sales Managers, this course will provide a framework for development and a structure to improve sales activity and performance (results).

This course is divided into four modules:

Activity Vs Performance
This module is designed to enable senior Sales Executives, Supervisors and Sales Managers to record, analyse and demonstrate an effective use of sales activity data to drive performance as an individual or as a team.
Sections include:

  • Activity vs Performance
  • Activity Plan
  • Daily Operating Controls (DOCs)
  • Plan-Do-Check-Act (PDCA)
  • Competitor Analysis

By the end of this module participants will be able to confidently create performance improvement actions based on an increased understanding of sales activity. Delivering more consistent sales growth results.

Sales Operations
This focuses on the SPPC model and how it can be used to identify key performance issues and create easy to apply steps to improve sales team performance through managed actions.
Sections include:

  • Structuring a Sales Meeting
  • Structure
  • Process
  • People
  • Controls

By the end of this module participants will be able to analyse current operational practices, identify areas for development and create and implement performance improvement actions to deliver an improved performance result.

Sales Growth
Developing a proactive approach to sales team performance improvement through the application of key management techniques, implementation of structured coaching and training to increase skill levels and focus motivated activity, as well as exceptional leadership skills.
Sections include:

  • Knowledge, skills and behaviours
  • Inspire and motivate
  • Coaching (GROW Model)
  • Leader vs Manager
  • Training Needs Analysis (TNA)
  • Developing and delivering training sessions

By the end of this module participants will be able to identify the core knowledge, skills and behaviours required to develop their sales performance or that of their teams, design and implement on-the-job coaching using a structured model and measure/ provide a robust training programme.

Sales Managers Toolbox
This final module explores how to use core Sales Manager tools in a high-pressured sales environment to ensure all sales staff are fully productive and achieving targeted levels of activity and performance.
Sections include:

  • Motivation – Maslow
  • Motivation – McClelland
  • Sales Managers Tools
  • Time management
  • Hawthorne Effect
  • 3D’s

By the end of this module participants will be able to utilise key tools to develop their sales performance and that of their sales teams. Creating time to work on the business performance, whilst maintaining operational integration and developing sales resources to increase successful achievements of target-based performance results.

Booking a WebCoach Session

How to access WebCoach course sessions in 3 simple steps:

Step 1
Purchase the right Pass for your needs (Course Pass, Annual Pass, Monthly Subscription)

Step 2
Once you have received your Pass Code (within 24 hours) simply register for any sessions you wish to attend through the calendar (Book a Session page)

Step 3
Log in using the link provided at the relevant time and enjoy the ASC WebCoach experience!


All prices include VAT.