The Sales Manager, a person who checks representative's daily reports, signs off expense claims and occasionally drives around with the sales force to maintain acquaintance with old doctor friends.
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An effective controller, director, motivator and organiser. An individual with excellent interpersonal, management and business skills.
Objective: To improve sales force performance by understanding the theory of sales management and its practical application and to be able to draw up a strategic sales plan for a sales team, which includes macro, micro and marketing environmental analyses.
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Programme Outline:
- Role of the Healthcare Sales manager
- The Key Skills of the top 10% of Managers
- The Sales Management audit
- Know yourself, The NBI profile
- Whole brain communication
- Management versus Leadership
- Leadership styles
- Problem solving, decision making and strategising
- Developing the Strategic Sales Plan.
- Marketing Planning
- Sales Targets and incentive e schemes
- Organising the sales effort
- Sales Territories
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- Demand Estimation and Financial insights
- Return on Sales force investment and sales force productivity.
- Performance cycle – Setting standards
- Performance appraisals
- Selecting effective representatives
- Training, Counselling, coaching and mentoring.
- Motivating Others
- Sales force safety
- Delegating, giving instructions, obtaining co-operation
- Effective meetings
- Managing change - continuing improvement
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Who should attend:
Regional or aspirant sales managers who will benefit from a structured approach to sales management.
Duration: 5 day interactive workshop
Schedule:
30TH JANUARY - 3RD FEBRUARY 2012
26th - 30th march 2012
21ST – 25TH MAY 2012
Price:
R10200 EX VAT |
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