Participant Profile

Managers with line functions, being
responsible for teams (sales
representatives, medical
representatives, key account managers)

Objective

Acquiring knowledge and skills for
setting targets and objectives
Developing fieldforce for productivity
and performance to achieve the targets
Understanding the sales process
Creating and implementing the sales
plan

Outline

Responsibilities and skills of a
sales manager
The sales team
hiring, guiding, coaching, developing
Definition of market, customers,
competitors
The sales plan
Setting targets and objectives
Financial figures
Monitoring implementation and outcome
Contingency plan
Crucial elements of fieldforce
productivity
Territory management according to
key terms and figures
Performance management
Developing a culture of performance

Method

Presentations, group work, case
studies, interviews

Duration: 3 days