Sales Management Program - PSMC | BIS Safety Software Canada

COURSE OVERVIEW

Our Sales Management Program - PSMC course offers insights into how accomplished sales leaders can boost store traffic, enhance productivity, increase sales, and drive profits. Upon completion of this course, you will have acquired the skills needed to effectively hire, train, and motivate your team; implement robust selling and customer service standards to ensure optimum quality and consistency; and utilize coaching, accountability, competitions, and sales meetings to nurture your team and surpass your targets.

COURSE TOPICS

The following topics are covered in the Sales Management Program - PSMC: Train the Trainer online course.

Sales Management Philosophy

Salespeople profiles
Your responsibilities as a sales manager
The use of knowledge is power

The Sixteen Principles of Successful Sales Management

What to do and what not to do
Definition of a successful staff

Hiring

Recruiting and finding applicants
Interviewing, checking references
Making the decision, hiring dont's

Training

Four distinct areas you must provide training
The keys to effective training

Standards

Sales standards
Customer service standards
Standards are not negotiable

Sales Goals

How to set goals
Talking the numbers
What numbers to set goals for
Adjusting goals
Target and goal planners
Goals are the name of the game

Accountability

What numbers should you track
Total sales are the result of actions
CRA (Closing Ratio Average)
The primary numbers
React/not wallpaper
Store and individual productivity reports
Implementation checklist

Coaching

When, what, why, and how to coach
Weekly meeting log
Owner/store supervisor checklist

Motivation

How to motivate your staff
What un-motivates people

Steps to Termination

Protecting your people and company
Do's and don'ts
Demotion as an option
Progressive steps
Documentation

Sales Contests

How and when to a run contest
Run contests to increase a statistic
The best contests - everyone wins

Sales Meetings

When and why to hold a meeting
Meeting topics

ONLINE COURSE DURATION

Estimated duration is 5 hours.

PASS MARK

The course commences with an aptitude test to assess current knowledge. Four course modules follow, each containing review questions. A competency test at the end of the course is designed to reinforce the information presented. You need to score a minimum of 70% to be awarded a certificate of completion.

CERTIFICATE OF COMPLETION

Upon successful completion of the course, you will have the ability to download and print a certificate of completion.