The British Academy for Training and Development offers a specialised programme designed to boost leadership and performance in sales with the ISM Endorsed Certified Sales Manager Course. This is an all-inclusive course on sales management principles, for preparing the best sales professionals with tools and techniques to lead high-performing sales teams. They would learn about sales leadership and coaching which would train attendees in how to inspire, guide, and empower their team members.

Here, strategic sales planning is instilled in managers, enabling them to develop their sales strategies according to organisational objectives. Management trainees will be taught on key performance indicators (KPIs) for sales and how to apply them in forecasting and decision making.

Some areas that will include territory management and account management will enhance optimal allocation of resources and client relationship strategies. In addition, the programme also takes care of sales recruitment and training with methods of building a strong and sustaining salesforce over time. 

Apart from the above, training includes establishing the need for and making use of customer relationship management (CRM) systems for streamlining processes through technology. Delegates will be well versed in negotiation and influencing techniques to bring about successful closes. Part of sales budgeting and performance evaluation is also featured to give managers a flavor of monitoring financial goals and analyzing team productivity.

Overall, the ISM Endorsed Certified Sales Manager Course provides a practical and strategic foundation for careers in sales management and leadership.

Objectives:

The objective of this course is practical and strategic knowledge on the part of the attendees for sales management and leadership, which will in time become the cornerstone to managing and achieving desired results at the workplace. Attendees will learn how to lead effective, dynamic sales teams, develop plans that drive performance through relationships with clients and other internal stakeholders, and apply various strategies to ensure continuous business growth through sales success.

Target Group:

This course is ideal for:

Sales Managers and Supervisors.

Team Leaders from Sales Departments.

Business Development Managers.

Key Account Managers.

Aspiring Sales Professionals preparing for leadership roles.

Entrepreneurs and Business Owners looking to optimise their sales functions.

How will attendees benefit?

Upon completion of the ISM Endorsed Certified Sales Manager Course, attendees will gain many benefits:

Gain global recognition by ISM endorsement, hence making their mark as credible professionals in sales management.Learn to lead, manage and motivate sales teams to meet as well as exceed sales targets.Develop strategies for aligning team work to bigger business goals inside the market.Promote better decision-making through sales metrics, KPIs, and forecasting tools.Build and retain client relationships via sophisticated account and territory management.Attract and recruit top sales talent using effective selection and training techniques.Improve negotiation and closing techniques for closing better deals and generating more revenue.Work with a CRM system efficiently to enhance the service of the customer operationalisation.Manage budgets and evaluate team performance; increased productivity and profitability will come as a result.Enhance his profile for his career and create opportunities for advancement in senior sales and business development positions. 

This course provides the practical learning experience to make real and teach attendees the self-confidence and abilities to become effective sales leaders.

Introduction to Sales Management

• Role and responsibilities of a sales manager

• Transition from sales representative to sales leader

Sales Leadership and Coaching

• Motivating and mentoring sales teams

• Creating a performance-driven culture

• Leadership styles in sales environments

Strategic Sales Planning

• Setting sales goals and objectives

• Aligning sales plans with business strategy

• Competitive analysis and market positioning

Key Performance Indicators (KPIs) and Sales Forecasting

• Identifying and tracking relevant KPIs

• Building accurate sales forecasts

• Using data to drive decisions

Territory Management and Account Management

• Defining and optimising sales territories

• Managing key accounts for long-term value

• Customer segmentation techniques

Sales Recruitment and Team Development

• Hiring strategies for building strong teams

• Onboarding and training new sales staff

• Performance appraisal methods

Customer Relationship Management (CRM)

• Effective use of CRM systems

• Building long-term client relationships

• Enhancing customer experience

Negotiation and Influencing Skills

• Techniques for successful sales negotiations

• Building rapport and trust with clients

• Closing deals effectively

Sales Budgeting and Performance Evaluation

• Managing sales budgets and targets

• Analysing team performance and outcomes

• Reporting and continuous improvement