Sales Management & Leadership - Course Overview

"Management is doing things right; leadership is doing the right things."

The above quotation from Peter Drucker explains the context for this executive programme. Management and Leadership effectiveness comprises a set of real skills and personal qualities. This programme details many of these skills and provides tools for deployment in actual management situations.

Course Content

• Managing others
• Setting objectives and monitoring performance
• Coaching for success
• Praising and recognising success
• Managing failure and reprimanding poor performance
• Appraisal guidelines and techniques
• Leadership characteristics
• Inspiring others
• Recruiting and building teams
• Resolving conflicts
• Developing your own leadership style

Who Should Attend

This course is suitable for those with management responsibilities within a sales environment. The principles and practices included will work equally for those managing small and large teams.

This programme is designed to enable the manager to coach through improved performance within his/her team.

Course Objectives

After attending this course the participants will have the ability to:

• Effectively manage and inspire others
• Set clear goals and objectives
• Monitor and coach for performance
• Identify personality types in their team and in themselves
• Adapt their own personality type and behavioural style to coach others
• Build strong and supportive teams
• Resolve conflicts within the team and establish rules