1. MANAGING THE SALES TEAM (1 day)
WHO FOR
General and Sales Managers and Dealer Principles who are accountable for the performance of a vehicle Sales Team. Senior Sales Executives being developed for Sales Management.
AIMS OF THE PROGRAMME
• To Provide Participants With The Awareness And Knowledge Of What To Do To Maximise The Performance Of Their Sales Team.
• To Set Out Options For Sales Activity Management.
• To Establish A Structure And Set Of Actions To Ensure Performance Is Achieved And Maintained.
• To Focus Their Attention On Planning And Developing Their Sales Team.
• Develop Their Own Sales Management Strategies For The Areas Within Their Controls And Evaluate Progress Being Made.
THE MAIN THEMES THAT WILL BE COVERED ARE:-
• Working in a cross-skilling and participative environment, the workshop fosters an exchange of 'Best practice' ideas.
• (Delegates may find it useful to bring notes on their own Sales Process, Sales Activity Management, Sales Performance Management and Reward process for comparison purpose.)
• The Role Of The Sales Manager
• Setting Targets For Both The Team And Individuals: Volume & Profit
• Rewarding The Sales Team Appropriately
• Setting Standards
• Team Meetings
• Managing Sales Executive Motivation And Morale
• Enabling And Disabling Actions
• Scheduling Tasks And Staff
• Leading By Example
• Managing And Monitoring The Sales Process Sales Executives Use
• Qualification And Qualification Forms
• Recording, Managing And Analysing Sales Activity
• Showroom Logs
• Customer Follow Up Follow Up
• Coaching The Sales Team
• Sales Process Training - Question & Answer And Role-Play.
• Deal Building & Profit Optimisation Tips For Sales Managers
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