Learning Objectives:
By the end of this programme, new sales managers would have acquired the core skills:
• Plan and set goals for their sales teams
• Recruit and select the right kind of financial advisors
• Train and develop their financial advisors
• Manage sales performance
Course Outline:
• Module 1: Planning & Goal Setting
– Begin with the end in mind – Mission & Goals
– Management by objective
– Setting SMART goals
– The DOME model for business planning
– Activities that make the difference
– Action planning
• Module 2: Recruit & Select
– The recruitment & selection process
– Setting recruitment goals
– Recruitment activities that make the difference
– Qualities of a successful sales person
– Interview and selection
– Inducting new sales people into your team
• Module 3: Training & Development
– Core competence of a sales person
– Training to develop good habits: Rule 21
– The PESOS Model
– Conducting small group training
– identifying strengths and developing them
• Module 4: Performance Management
– Key factors that influence peformance
– The coaching analysis chart
– Managing sales meeting
– Coaching for performance
– Positive critique format
LIA CPD Hour: 18 hours (50% Knowledge, 50% Skills)