American Management Association

Fundamentals of Sales Management for the Newly Appointed Sales Manager

Available dates

Feb 26—28, 2020
3 days
Arlington, Washington, United States
USD 2545
USD 848 per day
Mar 11—13, 2020
3 days
Houston, Texas, United States
USD 2545
USD 848 per day
Mar 23—25, 2020
3 days
Chicago, Illinois, United States
USD 2545
USD 848 per day
+5 more options


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About the course

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.

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


Learning Objectives

  • Analyze Personal Strengths and Weaknesses
  • Analyze Individual Team Members’ Strengths and Weaknesses
  • Analyze the Team’s Strengths and Weaknesses
  • Develop a Plan to Maximize Team Strengths
  • Staff the Team Appropriately
  • Train Individuals to Perform at Their Best
  • Coach and Counsel Salespeople for Continuous Growth and Motivation
  • Delegate to Enhance and Enrich the Salesperson’s Job
  • Manage Time Better
  • Maximize the Effectiveness of the Team as a Whole
  • Develop a Mentoring Mentality by Developing a Greater Understanding of Interpersonal Skills and the Use of Sales Data
  • Better Facilitate the Discussions That Must Occur in the Presence of Nonperformance
  • Establish a Managerial Support Team
  • Improve Work/Life Balance

Transition and Challenges of a New Sales Manager

  • Understand the Nature of Transitioning to Management
  • Balance the Responsibility of Being a Manager and a Member of the Management Team

Styles and Methods of Communication That Ensure Sales Success

  • Understand Others Through Gaining a Better Understand of Yourself
  • Focus Logically on What Your Sales Team Does Correctly, and What They Can Improve Upon
  • Apply Knowledge of Behavioral Profiling to Communicate with and Motivate Your Sales Team

Recruiting, Interviewing, and Onboarding for Dynamic Impact

  • Understand the Necessary Criteria to Make Recruiting Effective for Your Organization
  • Identify Best Candidates Across Various Sources

Sales Meeting with Muscle: Getting Your Point Across

  • Understand the Structure of a Well-Defined Meeting

Goal Setting and Sales Metrics

  • Leverage Sales Performance Data as a Method for Coaching Salespeople to Greater Levels of Performance
  • Utilize Your Company’s Vision Statement to Drive Sales Growth Through Increased Sales

Delegation, Managing Your Salespeople’s Time, and Managing Your Own Time

  • Better Utilize Time Management as an Effective Sales Management Tool

Coaching and Counseling

  • Develop a Deep Understanding of the Goals Process and How It Will Facilitate Coaching Sessions
  • Understand How Coaching and Training Meld into Employee Development

Termination Tactics for Unsuccessful Performance

  • Terminate Legally
  • Terminate Ethically

The Underpinning of Attitude, Performance, and Motivation

  • Use Motivation as a Managerial Tool for Enhancing Your Sales Team’s Performance
  • Discover Techniques for Cultivating Positive Sales Habits to Boost Productivity

Wrap-Up: YOU are an Integral Part of the Executive Team (Key Takeaways)

  • Formalize the Notion That YOU Are an Important Part of the Executive Structure Within Your Organization
  • Convey to Direct Reports That Sales Bring in the Revenue for Other Areas of the Company to Function Properly Motivate Yourself as Both a Sales Manager and Leader

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.

Course reviews

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