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Leading sales people

Module 2. A three-day workshop.

What will be covered?

Course content includes the following areas:

  • Review of module 1
  • How to drive performance to the next levels
  • Team measures to monitor improvement
  • Knowledge, Skills and Attitude
  • Leadership as a role for all team members
  • Leading an effective sales team
  • Problem solving model
  • Leadership and followership
  • Experiential exercises
  • Understanding team roles
  • Action planning


Workshop Objectives

  • To understand the role of the manager in leading sales people
  • To understand key sales leadership models FPDR, Adair, Helicopter Role
  • To understand how to effectively lead a team, through sales management principles and role-modelling

  • To understand the 7 rules of leadership
  • To participate in a series of sales leadership exercises
  • 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.