Sales management is a particularly difficult job as it is one of the few relationships in business where the Manager rarely sees the staff. It is usually management at a distance. This often creates motivation and morale problems in the sales team.

At the same time, competition is increasing in all markets as supply outpaces demand and products and services can be quickly copied. Supply is increasingly international so Sales Managers cannot just worry about domestic competition.

Many industries have been deregulated or privatised, and even the government has been forced to become more sales-oriented. The demand for better and better customer service standards, promoted through growing consumer choice.

The sales force is vitally concerned with all these new developments. In some industries (e.g. financial service companies, notably banks and finance companies), many sales managers have been appointed, often by converting existing staff into new job roles within a short time.

With such an important job to do, it is disheartening to see so many sales managers poorly recruited, trained and motivated to perform very complex job roles. They manage more than they lead, and as a result team members sometimes find it difficult to obtain the desired results. In sales management, sales head must lead and not manage and that is the essence of this two-day course.

Today, the marketplace is a huge battlefield. The sales leader must have the ability to provide clear directions and be able to lead his men into battle, not from the back but at the front.

Objectives
The objectives of this programme:-