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Sales Directors' Programme - increase the efficiency of your selling operation
This course from Cranfield School of Management will teach participants the skills that they need to operate at the highest level of business, giving them the ability to get the most out of the sales team and increase the efficiency. Over the four day course, participants will look at how to manage B2B sales people or a key account team, learning the tools and techniques that will give them confidence in influencing, managing and motivating teams, global account management, sales forecasting and sales force management.
At the end of the programme, participants will have a better understanding and ability to manage their sales team, increase profitability and to bring about change in the organisation which will result in improved sales performance.
Suitability - Who should attend?
Commercial, sales and account directors already familiar with the operational areas of these disciplines, as well as key account managers or senior sales people who have, or will shortly have, high-level commercial responsibilities.
Training Course Content
- The new path to success in sales
- Considering and applying different sales modes
- Addressing structural issues: design, key account management and the sales/marketing interface
- Redefining sales processes
- Managing through measures
- The art and science of targeting setting
- Creating sales incentives
- Developing sales people
- Sales leadership and management.
The programme also includes speaker dinners which provide the opportunity to benefit from the experiences of successful practitioners.
The cost of this course is £6,785 + VAT per participant.
For more than 50 years, Cranfield School of Management has been helping individuals and businesses across the world learn and succeed by transforming knowledge into action. The school brings together a range of management disciplines through a significant portfolio of...
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