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Objectives

• Identify the actions you can take to ensure that sales team members have high motivation levels.
• Identify the functions of a sales compensation plan.
• Identify the factors to consider when evaluating motivation levels.
• Identify actions you can take to increase your sales team’s motivation.
• Sequence the steps for addressing substandard sales performance.

The Delegates

• The target Delegates for this course is new sales managers, sales team leaders, or current sales managers who want to improve their management skills.
• This series is also recommended for marketing managers who participate in sales development programs.

Contents

• Building Motivation in a Sales Team
• Identify the actions you can take to ensure that sales team members have high motivation levels.
• Apply the appropriate actions to ensure that sales team members have high motivation levels.
• Identify the functions of a sales compensation plan.
• Identify the four benefits of having an effective sales compensation plan.
• Improving Sales Performance
• Identify the factors to consider when evaluating motivation levels.
• Identify actions you can take to increase your sales team’s motivation.
• Apply the appropriate actions to increase your sales team’s motivation.
• Addressing Substandard Sales Performance
• Identify the factors you should consider when identifying opportunities for improvement.
• Sequence the steps for addressing substandard sales performance.
• Follow the steps for addressing substandard sales performance.
• Identify the actions you should take when following up on substandard performance.
• Apply the actions for following up on substandard performance.

The Discount

10% in case of Three P. (or more)