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Setting Up Your Sales Team

Course Overview

In our Setting Up Your Sales Team course, you'll get a fundamental understanding of what makes a sales manager, and a sales team, effective. And how to set up the structure you need for success.

We start with an overview of what sales management is - and what its requirements are.Then we explain what makes a sales team effective - in other words, what you should be looking for. Next, you'll learn how to structure a star sales team, using one of the models we outline, tailored to your own situation. We then give you a five step process for making sure the structure you adopt is the right one, before finishing with a lesson on managing Hunters and Farmers - those two very different, but essential, personalities in your team.

This course will enable you to create a structure for your sales team that maximizes its effectiveness - and the sales you all achieve.

Course Objectives:

After taking this Fast Track course, you'll be able to:

  • Decide how you can improve as a manager
  • See how your sales team can become more effective
  • Structure your sales team in the right way
  • Enable your salespeople to sell
  • Recognize, and manage, Hunters and Farmers

Course Topics:

  • Course Introduction & Workbook Download
  • What is Team Management?
  • What Makes a Sales Team Effective?
  • How to Structure a Star Sales Team
  • 5 Steps to Enable Your Sales Team
  • Managing Hunters and Farmers
  • Key Takeaways
  • Module Test
  • Course Wrap Up
  • [NOTE: An interactive workbook is provided to support your learning]

Target Audience:

Our Setting Up Your Sales Team course has been developed for sales managers, present and aspiring, who are looking for an interactive, practical induction into productive ways to set up the structure of their sales teams for star performance.

This is a 'back to basics' course, so although experience in a sales or sales management role will be very helpful, you won't need it to understand the content.