presents American Management Association Seminars
FUNDAMENTALS OF SALES MANAGEMENT FOR THE NEWLY APPOINTED SALES MANAGER
Seminar No: 05227 -XNBB
CEU Credits: 1.8
Length: 3 days
You’re starting your sales management job with fewer human and financial resources at your disposal. Time to work smarter.
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? This highly interactive seminar provides you with a foundation of critical-to-success management skills...from proven communication techniques...to interviewing tools that ensure the most appropriate salesperson is hired...to establishing an effective training program...to a six-step coaching process that helps you make the most out of each sales team member's potential.
Attendees:
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.
How You Will Benefit:
- Make a smooth transition from talented salesperson to expert manager
- 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
- Pick up time management techniques that work
What You Will Cover:
- Similarities and critical differences between selling and managing
- Responsibilities and duties of a new sales manager
- What senior management expects of you
- How to set objectives with salespeople
- Surefire methods for motivating salespeople
- How to become a master delegator
- Coaching and counseling your sales staff
- How to prepare for and conduct sales meetings
- Using sales meetings as a training device
- How to set up a control system
- How to reduce the risks associated with hiring
- Legal considerations of firing salespeople
- Successful interviewing techniques
- How to familiarize new recruits with product lines, territories, accounts and sales skills
- Training methods that maximize results
Extended/Detailed Seminar Outline
Learning Objectives
- Make a Smooth Transition From Talented Salesperson to Expert Manager
- 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
- Pick Up Time Management Techniques That Work
Transition to Sales Management
- Recognize Some of the Challenges Facing Managers during Their Transition Period to Sales Management
- Define Specific Issues through Which to Work
- Team Leader vs. Team Player
- Peer vs. Managing Former Peers
- Functional Management vs. People Management
- Your Style vs. the Employee’s Style
- Other Issues vs. Other Solutions
- Get a Fast Start in Your New Managerial Position
Communication Styles
- Use the AMA DISC Theory to Determine Various Styles
- Analyze Your Strengths and Weaknesses
- Analyze Each Salesperson’s Strengths and Weaknesses
- Understand the Internal Motivation Theory-the Key to Motivation
Objectives and Planning
- Identify the Three Types of Plans
- Develop a Short-Range Organizational Plan
- Understand the Seven Characteristics of a Good Plan
- Develop a Territorial Plan
Recruiting and Interviewing
- Plan for the Best Match for the Open Position
- Recruit Qualified Salespeople
- Interview to Determine If the Candidate Fits the Plan
- Interview to Determine Functional Capabilities
- Make a Complete Offer
Training for Sales Managers
- Understand Ways to Improve Your Influence on Others
- Recognize the Principles behind Reinforcement
- Utilize Reinforcement to Train and Motivate Others
Delegation and Time Management
- Understand Why Delegating Benefits Managers and Employees
- Identify Potential Insufficient Delegation Signals
- Determine Tasks That Can Be and Those That Cannot Be Delegated
Coaching and Counseling
- Take a Positive Approach to Problem Solving
- Develop a Win-Win Appraisal or Goal-setting System
- Manage Your Salespeople from a Distance
Team Building
- Define the Characteristics of a Team
- Apply the Principles of Team Building
- Run Team-based Projects
- Recognize the Principles of Leadership
- Understand the Six Steps to Becoming a Team Leader
Start and End times: first day - 8:30am-5pm, all other days 9am-5pm unless otherwise specified. Your registration confirmation notice will confirm the hotel/conference center for the seminar for which you registered. The information included on this page is all the information available on this seminar. Please use form below to register only. To request information that is not included above please send an email to
. Remember to specify the complete seminar number about which you are requesting information.
For information about bringing a course to your site please call 1-919-847-0331 or email the registry at
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** Online Registration & Fee Information ** Please use form below to register only. To request information that is not included above please send an email to
. Remember to specify the complete seminar number about which you are requesting information.
Select date/location & complete form below. Then, click on 'Send'
Additional Information:
After submitting your online registration you will receive registration confirmation and invoice within 7-10 business days. You may pay by credit card or check. Confirmation information will also include location and other pertinent course information.
Always state priority code XNBB to your customer service representative when registering directly by phone.
Note: Prices are subject to change without notice. To confirm the price of your session, select the session above and click “Send”. Discounts apply for groups of two or more people. Call for details. Federal government employees are eligible for special GSA pricing for many seminars.
AMA's main conference centers
Seminars scheduled for the cities below are held at the locations listed below. For location information for other cities in which AMA seminars are held please call or email for information.
New York
AMA executive Conference Center
1601 Broadway New York, NY 10019
American Management Association (Located in the same building as the Crowne Plaza Hotel) 1601 Broadway On Broadway and 48th Street near Times Square. Entrance is on 48th Street.
Chicago
AMA executive Conference Center (adjacent to the Marroitt O'Hare)
8655 west higgins rd
Chicago, IL 60631
San Francisco
AMA executive Conference Center is located in San Francisco Marriott Hotel
55 Fourth Street 2nd Level
San Francisco, CA 94103
Atlanta
AMA Executive Conference Center
Address: 1170 Peachtree Street Ne Cnr Peachtree & 14th (3rd Flr)
City, State, Zip: Atlanta, GA 30309
Washington, DC
Arlington, Virginia
2345 Crystal Drive, Suite 200
Arlington, VA 22202
If you are not paying via credit card, you will receive an invoice with payment instructions.
Cancellation Policy:
If you cannot attend a seminar you can contact AMA in advance to transfer to a future session, or you can send someone to take your place. If you need to cancel your attendance, AMA will give you a complete refund if you cancel more than three weeks before your seminar begins. To cancel, simply email us at
. If you cancel with less than three weeks’ advance notice, you will be liable for the entire seminar fee. Once your payment has been received, you may request a courtesy transfer to use at any future AMA seminar of equal or lesser length. The courtesy transfer must be used within one year of the date of your originally scheduled seminar. In fairness to all attendees, if you do not attend a seminar session for which you are confirmed and do not contact AMA to cancel in advance, you will be charged the entire seminar fee.
AMA grants courtesy transfers to people who cannot attend their scheduled sessions. You can use a courtesy transfer for any seminar of equal or lesser length than the original seminar. You must use your courtesy transfer within one year of the date of your originally scheduled seminar.
AMA guarantees the quality of our seminars. If, for any reason, you are not satisfied with a seminar for which you have paid, AMA will give you credit toward another seminar of comparable price or will refund your fee.
You can also register by emailing your registration information to us at
or calling us at 919-847-0331.