Leadership: You will become familiar with the key leadership principles and tasks. You will also be provided with a pragmatic four step process for building and developing a “winning sales team”.
Training and Development: You will know how to develop effective sales training programs—from conducting a training needs analysis, over developing and implementing a tailor-made sales training program, to evaluating and reviewing a training activity.
Recruitment and Induction: You will be provided with a step-by-step recruitment and selection process to find suitable sales reps that are motivated in their everyday work and ideally fit in with you and the company’s culture. The induction process of successfully integrating new salespeople is discussed as well.
Evaluation: You will be provided with a systematic process and useful tools for successful performance evaluation. You will also become familiar with typical errors in performance appraisals. Finally, you will gain “how-to guides” for setting goals, conducting motivational performance reviews, and giving constructive feedback.
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