SALES MANAGER MASTERCLASS

The natural progression for a successful sales executive is to become a Sales Manager leading a team of sales executives. As an individual sales executive, the person is expected to be an aggressive go-getter with a flair for customer relationships and a deep knowledge of the product. Much like a captain of a team. However, the skills that made a person an exceptional sales executive are not the ones that will make him/her an effective Sales Manager.

An effective Sales Manager has multiple roles to play – as a negotiator with the manager for targets and resources, as a juggler on forecasts and commitments, as a mentor and guide to the team – just a few of the skills that are needed. An effective Sales Manager is like a coach of a team.

So how do you transition from a captain to a coach? From a successful sales executive to an Effective Sales Manager?

Sam & Kaushal bring you the “Sales Manager Masterclass” – a 360 O view on tools, tips and framework needed to become an effective Sales Manager. With over 50 years of collective Sales experience between them in organisations like Wipro, HP, Sun, 3M, Oracle, Citrix & IBM;

Sam & Kaushal will share with you their life experiences and knowledge on the four essential quadrants of being an effective Sales Manager – the 4M model of Metrics, Motivate, Measure & Manage.

If you have just become a new Sales Manager or have just inherited a team or have just started a new team of sales executives, the Sales Manager Masterclass is meant for you. Don’t miss this opportunity to chew the brains of two experts and ask them questions that you may not be able to ask anywhere else.

AGENDA:

0900 – 0930: Registrations

0930 – 1130: Module 1 – Metrics

1130 – 1145: Break

1145 – 1315: Module 2 – Motivate, along with an exercise

1315 – 1400: Lunch

1400 – 1515: Module 3 – Measure

1515 – 1530: Break

1530 – 1700: Module 4 – Manage

1700 – 1800: Feedback and Sharing

1800 – 1815: Break

1815 – 2000: Networking over drinks with an industry sales expert.

FACULTY:

TIME: 0900 – 1800: Workshop followed by 1800 – 2000: Networking over drinks with an industry expert.

WHO SHOULD ATTEND?

• Entrepreneurs and Sales heads of start-up organisations.
• If you have become a Sales Manager recently, in the last 6-8 months.
• If you have just inherited a team of sales executives.
• If you are struggling to manage the various stakeholders or manager, team etc and need process oriented thinking and a framework.
• If you are wondering how to build your own brand and image and present yourself effectively.

WHAT ARE MY KEY TAKEAWAYS FROM THE WORKSHOP?

By the end of the day, Sam & Kaushal would have given you enough information to help you transition from a sales executive to becoming an effective sales manager through their 4M model.

You will go back with:

• An understanding of how to talk to your manager in their language and set targets, territory allocations, team plans and have back up data to discuss your resource requirements.
• An understanding on how to work with your team, motivate them, guide them while at the same time be able to mentor them on forecast and customer engagements.
• Work with your team on large account management using blueprint plans and relevant line of questioning.
• Understand how to present yourself and manage your image in the organisation, with your manager, with your team and in front of the customers.
• Tools and Frameworks on planning, target setting and allocations, team discussions and sales engagements.
• Knowledge from the faculty and as a bonus an interaction and Q&A with an industry sales expert.
• Free drinks at the end of the day. After all it’s a Saturday!

We promise that by the end of the day, you will know how to be a Good Effective Sales Manager.

For any clarifications and questions, just write in to [email protected] or [email protected] and we will revert to you.

GROUP PRICES: For groups of 3 or more members, write to [email protected] or [email protected] and we will revert to you.