Don't lead with product knowledge, lead with business knowledge

Managing sales people

Module 1. A two-day workshop.

What will be covered?

Course content includes the following areas:

  • The principles of management
  • The role of the line manager
  • Participant presentations
  • Being An HPST role model
  • Using HPST in specific circumstances
  • Managing sales people
  • Situational Leadership
  • Motivation
  • Case Studies and Sales Management role plays
  • Action Planning


Workshop Objectives

  • To understand the role of a line manager and how this can be used in effective sales management

  • To review and fully understand the key learning points of HPST for both Sales Managers and Account Manager

  • To understand the principles of managing performance
  • To learn the principles and importance of clear, personal goal setting
  • To understand how best to support Account Managers in HPST training
  • To understand the principles of Situational Leadership
  • To recognise and use different motivation approaches
  • To participate in a Sales Management Case Study
  • To participate in a Sales Management Role Play
  • To develop a detailed action plan to improve sales management and sales performance.