MONITORING YOUR TEAM’S SALES INTERACTIONS

Course outline

Behind most top performing sales teams there’s an outstanding manager. They recognise the impact they  have on their people’s success, take responsibility for the team’s performance and position themselves as a highly visible role model.

One of a manager’s most important functions is monitoring the quality of the interactions with customers. Whether this involves listening to a phone-based sales interaction or observing a face-to-face interaction, it requires real credibility and expertise to achieve the best result.

On this course, delegates learn:

• Why monitoring sales interactions has such a positive impact on sales performance
• About the monitoring process and how to get team buy-in to the process
• How the monitoring process can be part of everyday life
• The practicalities of monitoring sales interactions
• What a ‘good’ sales interaction sounds like; the criteria used to judge sales success
• About their skill at understanding ‘good’ selling and how this brings credibility
• How their ability to recognise effective sales behaviours compares to their peers
• Ways to capture key findings of the sales interaction as it’s happening
• To get prepared to ‘walk the talk’ by role modelling sales success for their teams

This course is relevant for anyone with direct responsibility for the success of a sales team and right for any business that wants to raise the level of impact their managers have on sales performance.

Once this course has been completed, delegates will have an understanding of the monitoring process and be able to listen to, observe and monitor customer interactions.

Delegates should also attend the next stage of this training: Reviewing customer interactions with your people. This focuses on the debrief discussion that takes place after a customer interaction has been monitored.

Contact us if you’d like to find out more about this course. If it’s not exactly what you’re looking for, talk to us so we can advise on a course to suit you.