This course shows how true sales leaders increase traffic, productivity, sales, and profits for their stores. By the end of this course, you should be able to hire, train, and motivate your staff; apply sound selling and customer service standards to establish high quality and consistency; and use coaching, accountability, contests, and sales meetings to develop your staff and exceed your goals.

• The following topics are covered in the Professional Sales Management Course (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

Approximately 5 hours

This course begins with an aptitude test to evaluate current knowledge. It is followed by four course modules each containing review questions. A proficiency test included at the end of this course is designed to reinforce the information presented. A score of 70% is required to receive a certificate of completion.