3 Day Online Supplier Area Sales Management Programme
The course is designed to support, challenge and prepare newly appointed, or potential future Regional Sales Managers as well as giving them the greatest opportunity to hit the ground running with confidence and knowledge delivering an immediate return on investment. This course is also suitable for experienced Regional Sales Managers seeking to build on their current knowledge and experience.
Course type:
Regional, company, or one to one
Learning format:
Virtual classroom
Course duration:
3 day Virtual classroom version (4 x 1.5hr sessions each day)
Further development opportunities:
Regional/Area Manager
Sales Director Programmes
Operations Manager
What do you get:
Certificate of attendance
2 x 1hr free coaching follow up and progress sessions
Course overview:
This course is either delivered as a condensed virtual classroom, or a highly interactive face to face classroom workshop and can be used as a part of a specially designed coaching programme to support a leader of a field based sales team selling in to trade merchants. The personalised and experienced approach will prepare each attendee with how to deal with the many daily complex situations of a Regional Sales Manager role leading to positive and rewarding results. The course is designed to support, challenge and prepare newly appointed, or potential future Regional Sales Managers as well as giving them the greatest opportunity to hit the ground running with confidence and knowledge delivering an immediate return on investment. This course is also suitable for experienced Regional Sales Managers seeking to build on their current knowledge and experience.
Who could it benefit?
Newly appointed Regional Sales Manager
Potentential future Regional Sales Manager
Regional Sales Manager refresher
Objectives:
To gain a clear and indepth knowledge of how trade merchants operate in their specific categories of national, independent, private equity backed and family ownded. Attendees will learn what trade merchants really want from their suppliers along with how suppliers can leverage greater and more profitable opportunities. Attendees will walk away with greater knowledge of the internal trade merchant structure, how to build on their clients needs at all levels, how to lead, manage, motivate and innovate their team and business covering the Six Pillars of Sales Management. By the end of the course attendees will have a clear understanding of the following.
• How to build long a sustainable regional relationships
• Be clear of who you are, your values, your motivation and your preferred leadership style
• Set clear stakeholder expectations
• Recruit, develop, motivate and retain the best people
• Clear understanding of how a merchant operates at all levels across all categories
• How to manage and lead through conflict of interest
• Create a market leading regional sales and business strategy
• Measure merchant performance and team effectiveness
• How to improve the sales and profitablilty of your team and area/region
Course Content:
Day One – Developing Interpersonal skills
1. The role – Core purpose
2. Core values
3. Personalised 6 pillars of success
4. Stakeholders and stakeholder expectations (5 Key disciplines)
5. Leadership v management
6. Leadership styles
7. Empowerment and delegation
8. Managing up, peers and team
Day Two – Developing Key Relationships
1. Understanding your team
2. Motivating your team
3. Brilliant meetings
4. Best practice
5. Personal & team development
6. Communication
7. Time management
8. Remote management
Day Three – The Principals of Supplier Sales Management
1. Trade merchant types, categories and structures
2. Trade merchant complexities & expectations
3. Aligning supplier and merchant strategies - regional
4. Regional service level agreements
5. Structuring effective call plans for self and team
6. Regional sales budgeting and forecasting
7. Regional sales performance, management and measurement
8. Regional and local KPI’s
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The price of this course is £645.00 + VAT, the price below is inclusive of VAT.