Sales Force Management

Marketing Institute of Singapore - Executive Development

Course introduction

For new Sales Managers, making the transition from selling to sales management is never easy. Even with seasoned Sales Managers, a strong foundation in skills is required to effectively manage a sales team due to constant changes in business environment. This 2-day course will equip Sales Managers and new Sales Managers with the knowledge and competencies to manage a sales force at the highest level. It enables them to lead each salesperson within the team to excel in the marketplace and accelerate sales performances. In an era of a hyper competition, every Sales Manager needs to adapt quickly and lead the team to beat competitors who operate on different rules. The lack of fresh in-depth knowledge and competencies to manage the sales force in today’s complex environment can lead to team performance which is far from maximum potential.

Course Benefits

  • Understand key principles in managing a sales team in today's business context
  • Analyse current issues and apply best practices in sales force management
  • Gain key competencies in leading sales team to effectively manage key customer portfolios and seek new opportunities]

Target Audience

  • All middle and senior managers who are required to achieve results through a sales team.
  • Managers who are required to perform the sales management function within their organisation.
  • Executives who are about to assume sales management responsibilities.

Course Outline

Modern Sales Force Management

  •     The challenges of today’s marketplace
  •     The role of the Sales Manager
Fundamentals of Sales Planning
  •     A framework of sales planning
  •     Planning sales growth and profitability
Managing the Sales Process
  •     Designing the Sales Process
  •     Managing Sales Territories effectively

Coaching for improved Sales Performance
  •     The Sales Manager as Coach and Leader
  •     Coaching techniques to enhance sales performance
Sales Performance Management
  •     Setting quotas, incentives and rewards for the sales team,
  •     Measuring sales force effectiveness and efficiency

Available Course Sessions

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Trainer Profile

Dr Bob Foo

Since 1990, Dr Bob Foo has provided consulting and training services in professional selling, key account management, sales management, strategic marketing and negotiation dynamics throughout the region.

Prior to this, Bob spent over 10 years in senior regional management positions with multinational corporations. In his corporate career, Bob has travelled widely throughout Europe, the US and the Asia-Pacific region.

Bob has a Ph.D from the University of Nottingham, a M.Sc. in International Marketing from the University of Strathclyde as well as professional qualifications in Administrative Management, Business Administration, Accounting & Finance and Public Relations. He is also a Fellow of the Chartered Institute of Marketing (FCIM) as well as a Chartered Marketer.

He writes and speaks on breakthrough business concepts for the 21st century. His articles have been published in Asia 21, Singapore Marketer and Today's Manager.

Dr. Bob Foo is a qualified Instructor for Higher Education Teaching and a qualified Higher Education Instructional Leader certified by National Institute of Education (NIE) and Singapore Institute of Management (SIM).