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Basic People Management Principles – applying them to sales people
Sales Management has people management at its core, but beyond standard principles of management there are a range of additional dynamics when someone lives or dies by their target. We start this course by pulling together the best bits of some simple “people management” principles and some specific “sales management” principles to get workable day to day best practice.
Using Effective Forecasting and Account Planning as a Management Framework
Effective forecasting and planning across a range of short to medium term planning horizons helps define a meaningful and proactive stream of work that give sales people real focus day to day. We will show you how to build a repeatable and predictable set of methods for forecasting and planning based on tried and tested principles.
The Key Principles of ‘Working’ a Sales Person’s Pipeline with them
As a manager you need to get to the bottom of what is real and what is not real in your team’s pipeline. There are ways to do this that help unlock opportunity and breed best practice at the same time. You will learn how to understand “zonal” pipeline management and obstacle identification – how to add value to the closing process for your team.
Using Assessment Methods to Drive Progress and Increase Skills
There is a huge risk that “room for improvement” in sales people goes unchecked and that the blend of skills needed for effective performance is not looked at as a whole or until it is too late. We will focus on building a repeatable methodology for “non-threatening” assessment – a framework that allows both parties to see continuous progress and improvement in skills.
Effective Sales Recruitment
Hiring sales people is one of the hardest things to get right – but also one of the most expensive things to get wrong. We’ll give you some tips and tricks for hiring the right people – and using the right process – with a specific focus on what you need to attract and retain high performing sales people.
Each Firestarter Academy course runs over a 5 week period, with 5 modules, group sessions with 6-10 people in each cohort and two 1:1 sessions for each delegate (1 hour for each session). We provide all course materials and you will have direct and ongoing access to your course tutor throughout the programme to support with exercises and questions.
The courses are specifically designed with small cohorts so that we can focus on practical and implementable learning, with NDAs established with all parties at the outset to encourage open conversation and sharing of real and relevant examples, not just theoretical and forgettable classroom content.
Each module consists of a structured 90 minute online session, with core content delivered to set an ethos and best practice for each subject. With a 50:50 ratio of lecture and practical activity, we encourage break outs in each module, with small group sessions to drive learning, experimentation and confidence.
All modules are designed to focus on ‘real life’ scenarios, with exercises that delegates can take away to implement in their day to day business lives. We also ensure that the module content is connected to individual 1:1 requirements, and provide in-module mentoring to assist with personal development.
- 5 in-depth modules over 5 weeks, a combination of group training and 1:1 sessions with all course materials provided.
- Real-life training, using a combination of lecture and practical activities with tailored content that’s easy to understand and relevant to your business.
- A best practice approach to delivering results, with tried and tested tools and processes developed from many years’ experience.
- The opportunity to interact with peers and experts, with small group sessions designed to drive learning, experimentation and confidence.
- A clear sense of progress and achievement, with empowering and practical sales strategies that you can implement immediately in your day to day life.