Course details
Sales Management Program - PSMC
Professional Sales Management Course (PSMC):Train the Trainer Online Course
Designed for store owners, sales managers, and sales trainers, the Professional Sales Management Course (PSMC): Train the Trainer provides the tools that make the difference between a store that simply survives and one that is consistently growing.
Course Overview
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.
Topics Covered
- 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
This course takes approximately 240 minutes to complete
A passing grade of 70% or higher required. Up to 2 attempts are provided.
A certificate will be provided upon the successful completion of this course
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