Sales Management Online Training Course: Motivating Sales Teams to Win

Price: $179.00

Online Training Course ID: 44522

Training Course Description / Outline

In Sales Management Training: Motivating Sales Teams to Win, you will learn what you can do to motivate members of your sales team and factors to consider when evaluating motivation levels. You will also learn in this training program about various compensation practices to help you keep top performers, as well as how to identify opportunities to improve and how to address substandard performance.

Learn To

• Identify the actions you can take to ensure that sales team members have high motivation levels.
• Identify the functions of a sales compensation plan.
• Identify the factors to consider when evaluating motivation levels.
• Identify actions you can take to increase your sales team's motivation.
• Sequence the steps for addressing substandard sales performance.

Training Audience

The target audience for this training program is new sales managers, sales team leaders, or current sales managers who want to improve their management skills. This series is also recommended for marketing managers who participate in sales development programs.

Total Training Time

2 to 4 hours

Training Objectives

Unit 1: Building Motivation in a Sales Team (0.5 - 1 hour)

• Identify the actions you can take to ensure that sales team members have high motivation levels.
• Apply the appropriate actions to ensure that sales team members have high motivation levels.
• Identify the functions of a sales compensation plan.
• Identify the four benefits of having an effective sales compensation plan.
• Simulation Overview:
• In this simulation, you will meet with Marcus Robinson, a Regional Account Manager for Icon's Industrial Engine Product Group. The product group supplies engines to manufacturers of construction and agriculture equipment, both extremely cyclical industries. Currently, both are in a downturn, and Marcus has become frustrated due to declining sales. In this simulation, you will need to apply appropriate actions to ensure Marcus has high motivation.

Unit 2: Improving Sales Performance (0.5 - 1 hour)

• Identify the factors to consider when evaluating motivation levels.
• Identify actions you can take to increase your sales team's motivation.
• Apply the appropriate actions to increase your sales team's motivation.
• Simulation Overview:
• In this simulation, you will meet with Maggie Roberts, a Regional Account Manager for Icon's Industrial Engine Product Group. Maggie works off-site, but you have sensed some anxiety on her part through recent telephone calls. In the meeting, you need to evaluate Maggie's motivation and take appropriate actions to increase her motivation.

Unit 3: Addressing Substandard Sales Performance (1 - 2 hours)

• Identify the factors you should consider when identifying opportunities for improvement.
• Sequence the steps for addressing substandard sales performance.
• Follow the steps for addressing substandard sales performance.
• Identify the actions you should take when following up on substandard performance.
• Apply the actions for following up on substandard performance.
• Simulation Overview:
• In this simulation, you will meet with Bruce Madison, a Regional Account Manager for Icon's Industrial Engine Product Group. A major customer has recently complained about Bruce. There have been errors in several recent deliveries, and the customer is upset that Bruce is not doing enough to prevent the errors or reacting urgently when mistakes are discovered. In this simulation, you will need to address the substandard sales performance.

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