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Certified Sales Manager 24 – 27 November 2013 Hyatt Regency Hotel, Dubai, UAE
7 Key Benefits: 1. Understand how to recruit, motivate and manage your sales team in today’s challenging environment 2. Learn how to tailor reward and incentive packages to maximise profitability and meet corporate objectives 3. Explore a range of performance management tools to enable you to effectively manage your sales teams 4. Recognise how high performance sales teams become a source of competitive advantage in your company 5. Gain an insight into the importance of coaching and mentoring the sales team 6. Learn how to match your management and leadership styles to your team in order to maximise profitable sales 7. Explore a range of sales management tools including sales forecasting, CRM and PRM strategies Organised by:
Strategic Career Partner:
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Certified Sales Manager 24 – 27 November 2013 • Hyatt Regency Hotel, Dubai, UAE Meet Your Expert Course Director
Course Overview By the end of the course you will have the confidence to take on one of the most demanding of management roles. The workshop enables you to:
Peter Dilger DMS MCIM FCIPD Principal Consultant Keystone Associates, UK Peter Dilger is a Fellow of the Institute of Sales and Marketing Management and is Principal Consultant at Keystone Associates in the UK. His strategic and practical insights have guided leaders of major organisations, government bodies and start up companies for over 20 years throughout Europe, the Middle East, USA and the Far East. Peter has held, and still holds, a wide range of directorships and senior management positions, encompassing general management, marketing and sales, within high technology, capital equipment and retailing. His involvement with sales teams from five to over 1000 has enabled his client companies to achieve explosive growth in both turnover and profitability The success of his training, consultancy and mentoring programmes have been acknowledged by both the commercial and the academic worlds. In addition to working in industry he is an honorary lecturer at Nottingham University Business School working with the MBA and PhD students in the Centre for Innovation and Enterprise. He has twice been the winner of the United Kingdom National Training Award and has been made a UK government approved “Business Champion” for his work helping to grow businesses in the SME sector. Peter has a well deserved reputation for delivering programmes combining new and innovative thinking with pragmatic, proven approaches which enable his clients to meet and beat their sales and profit expectations.
The Institute of Sales & Marketing Management (ISMM) is the UK’s only professional body for salespeople. Founded in 1911 to promote standards of excellence in sales and sales management and to enhance the status and profile of sales as a profession, the ISMM has been the authoritative voice of selling and the custodian of sales standards, ethics and best practice for over 35 years. The ISMM is also responsible for establishing benchmarks of professionalism in sales. It is the only membership body recognised by the UK Government regulatory body Ofqual as an awarding organisation to offer qualifications in Sales, Marketing and Sales Management. ISMM members are drawn from every sector of industry and commerce. From those just embarking upon a sales career through to senior and experienced sales managers and directors, they share a commitment to upholding the standards of professionalism and integrity that are all hallmarks of sales success.
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• Identify and adapt your management style to the situation and people being managed • Determine which high impact sales activities you need to measure and manage • Know how to structure and lead successful sales teams • Understand the art of setting motivational sales targets and objectives • Draw on practical examples of effective commission and incentive schemes • Put into practice the techniques needed to manage internal, key account and field sales forces • Understand when to delegate and when to direct • Recognise demotivation and understand the key principals of motivating individuals and teams • Conduct effective counselling and appraisal sessions • Run productive sales meetings • Develop your staff • Challenge and correct poor performance • Recruit and retain top performers • Prepare accurate sales forecasts • Have a complete understanding of the essential tools successful sales managers use to achieve results • Have the opportunity to seek expert advice from your workshop director to help you resolve any specific issues you have managing your sales team
Course Methodology And Style The course is designed to be both enjoyable and highly informative. You will work individually and in teams to explore the key issues aided by in depth presentations from the workshop director. You will have the opportunity to complete a set of self assessments giving you personal feedback on your management style, to work on real life exercises and sales case studies, and to relate key issues back to your own work situation. You will leave with a number of guides and templates, including sales and account opportunity plans, to help you put the ideas into practice in your own sales teams.
The ISMM is recognised by the UK government regulatory body Ofqual as an awarding organisation for qualifications in sales, marketing and sales management.
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Course Timings Registration will be at 07.30 on the first day of the course. Course sessions will start promptly at 08.00 and Meet Your Expert Course Leader end at 14.30. There will be two short breaks at appropriate times for refreshments and lunch will be served at the end of each day’s sessions.
Day One Day One explores how the top companies worldwide structure their sales forces to maximise growth and profitability, including key account and field sales structures, matching the people to the sales role, deciding on existing and new business strategies, and looking at how sales people become successful Alongside each scenario you will assess the role of the sales manager and examine the differing skills needed using self assessment questionnaires, exercises and case studies • • • • • • •
The foundations of modern sales management The strategic sales function Understanding and adapting your management style Transactional and transformational leadership Structuring and leading successful sales teams Measuring and managing high impact sales activities The 8 habits of failed sales managers
Day Two
You will use critical impact questions to examine the effectiveness of your own structures and processes alongside case studies to compare other companies’ experiences
You will be involved at an in depth working session on preparing sales plans for the teams, examining opportunity plans and measuring key sales ratios proven to improve sales performance • • • • • •
Team and individual development The GROW model of coaching Recruiting and keeping top performers Sales force automation Account opportunity and sales plans Action planning
• 100 page sales management handbook • Checklist for running effective sales meetings • Sales guide to consultative selling
• Planning guide on running sales promotions • Guide to field sales evaluation
Day Three Day Three examines in detail the management techniques and attitudes needed to achieve and maintain top level sales performance where very often sales people are working unsupervised in the field. You will gain insight into the WASP model used for both counselling, appraisals and interviewing. You will also examine the pitfalls and areas of best practice in relation to accompanying your staff on sales visits New concepts of performance management Balancing task, team, individual and self 7 stages of effective delegation The key principals of motivating individuals and teams
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Day Four looks at the area of developing both people and teams, starting with the critical recruitment process. You will examine both the advantages and pitfalls of using technology within sales processes
• Key account planner
• Creating high performance sales teams • Setting motivational sales targets and high impact sales activities • Role based compensation and commission schemes • Designing successful sales incentives • Running productive sales meetings • Accurate sales forecasting
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Day Four
Practical Take Aways:
Day Two focuses on the supporting systems and processes needed to turn the planning into profitable sales. This session also looks at the Five elements approach to creating accurate sales forecasts
• • • •
• Using field accompaniment to improve performance • Taking corrective action • Conducting effective counselling and appraisal
• Planning guide for delegation • Planning guide for taking corrective action • Framework for conducting sales appraisals • Framework for recruiting sale people • Completed self assessment on your leadership and management style
Who Should Attend? • Sales Managers / Directors / Team Leaders • Marketing Managers / Directors • Key Account Managers • Sales Negotiators • Business Development Managers • Sales/Marketing Consultants • Channel Managers • Telesales Managers/Supervisors
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Certified Sales Manager 24 – 27 November 2013 • Hyatt Regency Hotel, Dubai, UAE FIVE WAYS TO REGISTER IIR Holdings Ltd. P.O Box 9428 Dubai, UAE
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DISCOUNTS AVAILABLE FOR 2 OR MORE PEOPLE CALL – +971 4 335 2483 E-MAIL – a.watts@iirme.com WEB BC4772 Event Certified Sales Manager 24 – 27 November 2013
Course Fee Before 8 September 2013
Course Fee Before 29 September 2013
Final Fee
US$ 3,895
US$ 4,395
US$ 4,695
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Course fees include documentation, luncheon and refreshments. Delegates who attend all sessions will receive a Certificate of Attendance.
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Event Venue: Hyatt Regency Hotel, Dubai, UAE Tel: +971 4 209 1234 Accommodation Details We highly recommend you secure your room reservation at the earliest to avoid last minute inconvenience. You can contact the IIR Hospitality Desk for assistance on: Tel: +971 4 407 2693 Fax: +971 4 407 2517 Email: hospitality@iirme.com © Copyright I.I.R. HOLDINGS B.V.
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If you are unable to attend, a substitute delegate will be welcome in your place. Registrations cancelled more than 7 days before the Event are subject to a $200 administration charge. Registration fees for registrations cancelled 7 days or less before the Event must be paid in full. Substitutions are welcome at any time.