．Program Description
This program offers tools and guidelines to help the Sales Managers lead and enhance the performance of their sales teams. By applying the management perspective of the Foundation Selling Programs that their sales force has participated in, the Sales Managers are able to maximize the benefits of the processes and methodologies practiced by their sales teams to achieve their organization's business goals.
．Program Objectives
This program enables the participants to:
- Effectively reinforce the sales processes implemented within the sales organization
- Efficiently utilize available resources to support their sales teams in sales campaigns
- Guide their sales staff to focus on quality opportunities to achieve their sales goals faster and less costly
- Assess and develop the sales skills of their teams to improve forecasting and quota measures
- Incorporate the sales activities of their teams to coincide with their company's business strategy
．Program Topics
The program covers the following:
- Reviewing the critical role of a Sales Manager in running a dynamic sales operation
- Studying the assessment strategy of sales force to establish the measure of sales productivity
- Examining the motivators and motivation strategies in sales force productivity
- Establishing effective sales goals and objectives to achieve revenue target
- Coaching sales team in applying best practices in account management and opportunity management process
- Evaluating approaches in measuring and managing performance of sales team
- Forming and maintaining a successful sales force culture in alignment with organization's corporate directions
．Program Length
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