This program is for current or aspiring sales managers looking to hone their leadership capabilities and, in so doing, boost their team’s performance.
By the end of the program, you will have acquired or fine-tuned the tools you need to guide your staff and sales operations more effectively, backed by a set of concrete solutions for increasing employee engagement and improving your coaching and feedback skills.
In addition, you will become more familiar with best practices in remote team management.
In partnership with the HEC Montréal Sales Institute.
GOALS
- Develop high-level skills and techniques designed to help you optimize your team management.
- Learn how to use available information in an efficient, strategic way.
- Gain insight into the strategic and operational tasks.
- Successfully manage the full range of sales activities.
- Break down the vital information you need to make strategic sales decisions.
- Find out how to build, manage and motivate your team, even with social distancing in place.
- Fully assert your leadership.
IS THIS FOR YOU?
- Sales and business development managers
- Experienced sales representatives looking to move up the corporate ladder
- Entrepreneurs and self-employed sales professionals
SPECIAL FEATURES
- Balanced mix of theory and practice to help make sales team management concepts more tangible
- Case studies in teams and group discussions
- Discussions about real-world sales management challenges encountered by participants
- Work tools made specifically for use by sales managers
- Clear, accurate vision of the role and responsibilities of a sales manager
Participants will receive a certificate of completion from Executive Education HEC Montréal.
Accredited by the Canadian Professional Sales Association as part of Executive Education HEC Montréal’s Certification Programs for Sales Professionals.
Day 1
Introduction: Role, context and issues specific to the sales department
- Sales and marketing characteristics
- Duties of the sales manager and sales staff
- Four functions of management (P-O-L-C)
- Strategic sales management
Planning
- Sales targets
- Strategies and tactics
Sales team organization
- Choice of organizational structure (internal, external, blended)
- Client tiering and major accounts
- Sales team
- Contract sales professionals
- Sales territories
Recruiting, selection and setup of a sales team
- Development of hiring criteria
- Candidate search
- Selection process
- Evaluation of applications
- Offer of employment
- Onboarding of new sales team members
Training and sales meetings
- Myths
- A three-step program
- Training objectives
- Who’s the trainer and who’s being trained?
- When and where?
- Sales meetings
Day 2
Compensation plan
- Motivation of members of the sales team
- Sales team compensation
- Base salary, commission and bonus
- Sales contests
- Expense accounts
- Non-monetary compensation
Sales team oversight
- Management by objectives (MBO)
- Management by tactics (MBT)
- Relationship between planning and evaluation
- Performance appraisal
- Evaluation, coaching and mentorship methods
- Analysis of sales results
- Information management
- Sales call reporting and use of CRM
- On-road sales support
- Sales team leadership and supervision (in-person and remote)
- Annual assessment and salary review
- Probation and dismissal
Leadership considerations and ethical/legal issues
TRAINING APPROACH
- Lectures
- Quick hands-on exercises and group simulations
- Sharing of best practices
- Small-group and class discussions
- Dynamic, interactive teaching style
Presentation
Program
Instructors
GOALS
- Develop high-level skills and techniques designed to help you optimize your team management.
- Learn how to use available information in an efficient, strategic way.
- Gain insight into the strategic and operational tasks.
- Successfully manage the full range of sales activities.
- Break down the vital information you need to make strategic sales decisions.
- Find out how to build, manage and motivate your team, even with social distancing in place.
- Fully assert your leadership.
IS THIS FOR YOU?
- Sales and business development managers
- Experienced sales representatives looking to move up the corporate ladder
- Entrepreneurs and self-employed sales professionals
SPECIAL FEATURES
- Balanced mix of theory and practice to help make sales team management concepts more tangible
- Case studies in teams and group discussions
- Discussions about real-world sales management challenges encountered by participants
- Work tools made specifically for use by sales managers
- Clear, accurate vision of the role and responsibilities of a sales manager
Participants will receive a certificate of completion from Executive Education HEC Montréal.
Accredited by the Canadian Professional Sales Association as part of Executive Education HEC Montréal’s Certification Programs for Sales Professionals.
Day 1
Introduction: Role, context and issues specific to the sales department
- Sales and marketing characteristics
- Duties of the sales manager and sales staff
- Four functions of management (P-O-L-C)
- Strategic sales management
Planning
- Sales targets
- Strategies and tactics
Sales team organization
- Choice of organizational structure (internal, external, blended)
- Client tiering and major accounts
- Sales team
- Contract sales professionals
- Sales territories
Recruiting, selection and setup of a sales team
- Development of hiring criteria
- Candidate search
- Selection process
- Evaluation of applications
- Offer of employment
- Onboarding of new sales team members
Training and sales meetings
- Myths
- A three-step program
- Training objectives
- Who’s the trainer and who’s being trained?
- When and where?
- Sales meetings
Day 2
Compensation plan
- Motivation of members of the sales team
- Sales team compensation
- Base salary, commission and bonus
- Sales contests
- Expense accounts
- Non-monetary compensation
Sales team oversight
- Management by objectives (MBO)
- Management by tactics (MBT)
- Relationship between planning and evaluation
- Performance appraisal
- Evaluation, coaching and mentorship methods
- Analysis of sales results
- Information management
- Sales call reporting and use of CRM
- On-road sales support
- Sales team leadership and supervision (in-person and remote)
- Annual assessment and salary review
- Probation and dismissal
Leadership considerations and ethical/legal issues
TRAINING APPROACH
- Lectures
- Quick hands-on exercises and group simulations
- Sharing of best practices
- Small-group and class discussions
- Dynamic, interactive teaching style