Sales Management School 

1.              Preparation to manage

a.     Sales manager’s responsibilities.

                                               i.     Review of sales department duties and responsibilities.

                                             ii.     Sales manager’s daily, weekly, monthly and quarterly check-list.

b.     Tools for effective management.

                                               i.     Tracking sales personnel & department productivity.

                                             ii.     Sales tracking.

                                            iii.     Customer tracking.

                                            iv.     Managing the delivery process

c.     Staffing of sales department.

                                               i.     Proper staffing for available floor traffic.

                                             ii.     Hiring of sales staff.

                                            iii.     Training of new and veteran salespeople.

2.              Establishing a game plan

a.     Creating customer traffic.

                                               i.     Establishing and monitoring effective advertising programs. 

                                             ii.     Shows – How many, how often and making them effective.

                                            iii.      Using lot promotions effectively.

b.     Managing traffic flow.

                                               i.     Ideas for improving traffic control

                                             ii.     Effective management release.

                                            iii.     Why, how and when to use the T.O. process.

c.     Controlling the sales process.

                                               i.     Installing an effective sales system.

                                             ii.     Steps to a sale for improving sales and profit.

                                            iii.     Managing and maintaining the sales process.

3.              Closing power

a.     Coaching the sale.

                                               i.     Managing strengths / weaknesses of salespeople

                                             ii.     Leading the sale from the desk.

b.     Structuring the deal.

                                               i.     Effective desking procedures

                                             ii.     Negotiating from strength

c.     Key focal points and problem areas.

                                               i.     How to recognize them.

                                             ii.     What causes and how to correct

4.              Follow-up and prospecting<o:p></o:p>

a.     Implementing a follow-up program.

                                               i.     Guidelines for effective follow –up.

                                             ii.     Tools to implement

b.     Managing and monitoring results.

5.              Motivating your sales team

a.     Building a team concept.

                                               i.     Team leader concepts.

                                             ii.     Establishing weekly sales training.

                                            iii.     Ideas for improving product knowledge.

b.     Meetings & communication.

                                               i.     Planning effective sales meeting.

                                             ii.     One-on-one meetings with salespeople.

                                            iii.     Quarterly salesperson evaluations.

c.     Spiffs and bonuses.

                                               i.     Are they effective

                                             ii.     Why and when to use

                                            iii.     Ideas for productivity

6.              Inventory management

a.     Used units

                                               i.     What to keep / what to wholesale.

                                             ii.     Determining value.

                                            iii.     Understanding and monitoring turns.

b.     New units

                                               i.     Ordering the right products

                                             ii.     Understanding and monitoring turns.

7.              Business Planning

a.     Sales forecasting

                                               i.     Forecasting inventory for maximum turns

                                             ii.     Forecasting sales volume and profit margins

b.     Sales Profit/margins

                                               i.     Profit margins verses dollars.

                                             ii.     Profit margins by type / a guideline.

c.     Establishing Departmental Goals

                                               i.     Establishing monthly goals from your forecast.

                                             ii.     Staffing to achieve those goals

                                            iii.     Tracking and correcting for maximum profitability.

8.              Putting it all together

a.     Establishing a management style.

b.     Time management skills.

c.     Game plan for implementation.