The importance of human management in commercial teams is along with coaching of sales the greatest role of a Commercial director. Learning to manage and build a team from the human point of view is the purpose of this course.
It is important that joined to the sales management tools are added effective training tools for effective teams, since in most of the cases, business relationships with customers depend on a team of people with different business responsibilities and where sellers are still independent in remote areas, the team spirit is important for integration and belonging. Analyze the tools to be handled in order to consolidate a team of people is the aim pursued.
We will start by analyzing the actions of vendor selection and integration necessary to attract the best in terms of the role that the company needs to continue with the training activities and motivating them. While selecting and integrating have a greater influence on the uptake and early stages of the life of a person on a team, training and motivation influence their maintenance and long term life on the team.
They delve into the importance of a project of maturity of the people throughout their working life as a process of further commercial development integrated with the company’s business goals.
Finally, once we mature, we will learn how to team up a group; this is another aim of this course. Teamwork has defined keys that do not go just for the organization of individuals of a group, but rather must implement certain key strategies in the operation of the team. Through an experiential methodology (with methodology of out – door training) we learn how to manage sales team, delving into qualities of leadership teams to strengthen what each person needs to become a successful commercial director.
After completing the course the participant will be able to:
ENAE Business School is very conscious of the fact that every teaching institution is built by all and must be very careful about participant selection right from the very start by analysing their CV, qualification certificates, admission exam and through a personal interview of the student by the program director. Depending on the program, ENAE Business School carries out tests to evaluate language competence.
Most of our students come from the business world about 80% of ENAE’s students are graduate professionals and executives who wish to update their knowledge and improve their skills. These students come from different academic backgrounds mostly engeneering, business, law, economics, communication and humanities.
We encourage young and talented graduates with entrepreneur spirit to be involved in our programs as a fast track to achieve their goals in the business World.
SALES TEAM MANAGEMENT: SELECTION AND INTEGRATION
1.1 Missionof the sales team
1.2 Defining the ideal profile of a seller in terms of their responsibilities
1.3 The personal profile. The qualities and motivations of people to address a risk
1.4 The selection of vendors
1.5 The integration process of a vendor
1.6 Importance of a planned integration programme. Integration in sales.
SALES TEAM MANAGEMENT: DEVELOPMENT AND INTEGRATION
2.1 The evaluation of vendors. Performance assessment tools and sales development.
2.2 The development and formation of a seller. Difference between form and develop
2.3 The continued training programme. Important actions for commercial formation.
2.4 The coaching and training and development methodology.
2.5 The sales manager as a coach
2.6 The motivation for a commercial
2.7 Design a plan of motivation beyond financial remuneration.
2.8 The compensation plan. Fixed remuneration, commission and incentives
2.9 The plan for long term motivation. How to retain a commercial.
LEADERSHIP OF A SALES TEAM.
1.1 The responsibility of a leader
1.2 Different types of group organizations
1.3 The team within the different types of organization
1.4 The roles of a team
1.5 The roles of a leader
1.6 The development of the authority to lead teams
1.7 The development of trust to form a self – contained team
STRENGHT TRANING TEAM
4.1 The team concept. Importance of heterogeneity
4.2 The team’s strength based on the strengths of each individual
4.3 Managing a team. Team management model
4.4 The overall goal or mission of a team. Importance of a common goal.
4.5 The distribution of functional goals. The importance of respect for the roles assigned
4.6 The delegation. The concept of delegation
4.7 The procedures and strategies of a team performance. Importance of participation.
4.8 The relationships between team members. Promoting associative relations.
Specified time period: This course has and extension of 20 contact ours at ENAE premises.
Timetable: This course is delivered on Friday from 16:30 h. to 21:30h. and Saturday from 9:00 h. to 14:00 h.
Place and Address:
Edif. ENAE. Campus Universitario de Espinardo 30100 Espinardo Murcia- Spain
ENAE Business School offers the possibility of payment in installment during the program.
Final admission decision is reserved to ENAE Business School on the basis of prerequisites established for the course, room availability and specific group profile required.