Ace To Win - For Sales Managers

Sales Management for Business Leaders & Senior Managers

Download Ace To Win Curriculum

Ace To Win Sales Program

Professional Selling Skills for Sales Managers

Delivery Methods:

  • Self-discovery and critique
  • Group exploration and facilitator led discussions
  • Practical exercises
  • Best practice theory exploration

A successful sales manager’s job is to provide clear direction and support to his/her team that will enable them to excel and to reach their full potential. Sales managers often rise to this position from a successful career in sales. But, the skills required of a successful sales manager are quite different from the skills of a successful sales person. This is the reason many top sales people fail as sales managers. 

After completing this highly interactive two-day program, participants will understand the responsibilities of a successful sales manager and how it differs from the role of a salesperson. Participants will explore key leadership skills that will help motivate their sales team to excellence. Additionally, participants will learn specialized sales management skills such as sales forecasting, planning, and monitoring. Join our Ace to win sales program today.

Course objectives

By The End Of This Training
Course Participants Will Be Able To:

Course Outline

Week 1
Introduction To Professional Selling

A Sales Management Primer
  • What is your job?
  • What does a sales manager do?
  • Sales manager vs. salesman
  • The perfect sales person

Week 3
Listen And Know Your FAB (Skill Set)

Module 1
Strategic Sales Management
  • Sales management: strategic or tactical
  • What are my Critical Success Factors (CSF’s)?
  • SWOT and PESTLE analysis

Week 3
Listen And Know Your FAB (Skill Set)

Module 2
Sales Forecasting
  • What is forecasting?
  • Forecasting approaches
  • Four step process to create a sales forecast

Week 3
Listen And Know Your FAB (Skill Set)

Module 3
Sales Planning
  • Components of a sales plan
  • Questions your sales plan should answer
  • Sales planning best practices

Week 4
Handle Objections And Close The Sale (Skill Set)

Module 4
Sales Performance Management
  • Setting sales objectives
  • The three step sales performance control plan
  • Three guidelines for sales performance evaluations
  • Handling the underperforming
    sales team member.

Week 5
The Professional Selling Mind Set

Module 5
Motivating Your Sales Team
  • What motivates us?
  • Knowing your team inside out
  • Creating a motivating environment
    for your team
  • Motivational tips

Week 6
Understanding Buyer Types And Follow-Up

Module 6
Running effective sales meetings.
  • Effective vs. badly run sales meetings
  • Planning your sales meeting sequence
  • Successful sales meeting checklist
  • Team Huddle vs. Team Meeting
Ace To Win Sales Program

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