presents American Management Association Seminars
Advanced Sales Management
Seminar No: 05598 -XNBB
CEU Credits: 1.8
Length: 3 days
Sales has borne the brunt of the slow economy. Effectively handle the fallout and ensure your team’s success.
Fast track your sales management career! This advanced sales management seminar shows you how to effectively manage the issues revolutionizing today’s selling environment--including tighter budgets, tougher competitors and recession-wary customers. Your sales team’s success will ultimately depend on you and your management style. In four days, you’ll discover the can’t-fail techniques that have already benefited thousands of your colleagues. It’s the course you need if you want to become a more effective manager and advance further in your career.
Attendees:
Seasoned sales managers who want to refine sales planning techniques, build leadership skills and become more powerful decision-makers, motivators, communicators, coaches and counselors.
How you will benefit:
- Recruit and train a higher caliber of sales professionals
- Improve your sales team's productivity
- Keep your team, accomplishments and reputation in the spotlight
- Generate increased profits, even if you have to manage with fewer resources
- Understand the internal motivators of your sales force
- Become a more effective communicator and decision maker
What You Will Cover:
- The changing sales environment
- How to utilize a system for analyzing your sales planning
- The dimensions of effective sales management
- Understanding people: the basis for sales motivation and effective communication
- Organizing and structuring the sales force
- The attributes of standards of performance
- Coaching, counseling and performance appraisals
- The challenges of special personnel situations
- Creative decision-making and problem solving techniques
- The implications of sales compensation
Extended/Detailed Seminar Outline
Learning Objectives
- Develop Leadership and Team-building Skills
- Recruit and Train a Higher Caliber of Sales Professionals
- Improve Your Sales Team’s Productivity
- Keep Your Team, Accomplishments, and Reputation in the Spotlight
- Generate Increased Profits, Even If You Have to Manage with Fewer Resources
- Become a More Effective Communicator and Decision Maker
Sales Management Introduction
- Understand the Roles, Responsibilities, and Accountabilities You Must Assume to Succeed
- Understand the Sales Organization as It Relates to Your Corporate Climate/Culture
- Discuss an Overview of Global Sales Strategies
- Establish a View by Which You Can Compare "Where You Are" to "Where You Would Like to Be"
- Understand the Benefits of Sales Force Automation
- Discuss How to Intelligently Implement Information Technology
Sales Planning
- Analyze Total Field Sales Force Call Availability
- Utilize a System for Analyzing and Adjusting Call Functionality to Meet Specific Account and Territory Revenue and Margin Objectives. Determine How Much Time to Spend on Sales Calls, Service Calls, and Development
- Establish Call Frequency Guidelines for Certain Accounts
- Provide a Vehicle for Prioritizing Account Potential
- Aid the Sales Representative in Developing an Integrated Account Plan
- Utilize a Turnkey Planning Device That Will Allow the Sales Manager to Quickly and Easily Review and Support Key and Major Account Activity, and Establish Tighter Estimates on Account and Territory Forecasting
- Learn to Assess Degree of Certainty of Closure during the Entire Sales Cycle on Significant Pieces of Business
- Calculate Minimum, Maximum, and Average Sales Cycles on Significant Pieces of Business to Establish the Time Frame and Call Investment That Must Be Managed to Successfully Convert the Sales Opportunity
Understanding People: The Basis for Motivation and Effective Communication
- Understand Their Own Behavior
- Understand the Traditional Approaches to Motivation-Maslow, Herzberg
- Understand the Six Internal Values That Motivate People
- Understand the Role You and Others Play in Enhancing or Interfering with Effective Communication
Effective Sales Management Skills
- Understand the Characteristics of a Good Manager
- Avoid Making Typical Management Mistakes
- Prioritize Your Time, Focusing on the Most Important Tasks First
- Delegate Effectively-and to the Right Person
Organizing and Structuring the Sales Force
- Learn Recruiting, Interviewing, and Hiring Skills
- How to Reduce the Risks Associated with the Hiring Decision
- Help the Newly Hired Sales Representative Become Productive in the First Few Weeks of Employment
- Recognize When Education and/or Training is Required among the Sales Staff and How to Provide It
Standards of Performance
- Understand the Importance of Setting Standards of Performance-to the Sales Rep and to the Manager
- Learn the Relationship between Setting Standards of Performance and Achieving Business Objectives
- Set Standards of Performance with Sales Reps
- Discuss Reasons Why a Sales Representative May Not Meet Standards of Performance
Coaching and Counseling
- Define Coaching Issues
- Determine When to Coach
- Effectively Conduct a Coaching Conference
- Learn How to Offer Effective Coaching Feedback
- Recognize the Difference between Coaching and Counseling
- Assess Counseling Issues
- Recognize When to Counsel; When to Refer
- Conduct a Counseling Session
Performance Appraisal
- Understand Role and Responsibility in Conducting Performance Appraisals
- Learn How to Adequately Prepare and Plan for the Appraisal
- Understand the Importance of Providing Meaningful Feedback to Employees on a Regular Basis
- Conduct an Effective Performance Appraisal
Compensation
- Understand Why Sales Compensation Plans Fail
- Discuss the Implications of Compensation Plans
- Assess the Accuracy of the Sales Forecast
- Discuss the Role of Personal Selling
- Discuss an Overview of Sales Compensation Plans
Special Personnel Situations
- Understand and Manage the New Hire
- Understand and Manage the "Plateaued" Employee
- Understand and Manage the Top Producer
Termination
- Assess When You Should Terminate an Employee
- Understand the Legalities of Termination
- Learn the Five Steps of Termination, Including Remaining Objective
Team Building
- Appreciate the Importance of Building a Strong Team-Oriented Culture for Greater Productivity
- Help Sales Representatives Increase Their Self-esteem by Learning to Encourage the Creative Thought Process
- Provide an Atmosphere Conducive to Creative Decision Making and Problem Solving
- Conduct a Meaningful Sales Meeting
- Encourage Open Communication While Keeping Control in a Meeting
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.