certified sales manager / Head of Sales

Contents

Market and customer (1 training day)

Lothar Keite

• Double structure of further training: Business management and leadership as key skills for the job.
• Introduction to the case study of continuing education with market, customer and competition analysis.
• Basic understanding of marketing/sales.
• The most important market analysis tools from practice.
• Evaluation of information and decision.
• Cooperation between marketing and sales, interface management.

Leadership and motivation (2 training days)

Wolfgang Precht

• Leadership role, tools, styles, personality and motivation of employees/teams.
• Gain orientation in the new leadership role of:the sales manager .
• Different management styles; advantages and disadvantages.
• Situational leadership in sales.
• Motivation, control and working with goals.
• Basics of leadership communication.

Sales processes, sales management and sales strategy (2 training days)

Prof. Dr. Udo Burchard

• Develop go-to-market strategies.
• Portfolio Management.
• Implement sales processes.
• Qualify strategic projects (markets).
• Supporting strategic sales projects.
• Development of a benefit presentation.
• Develop sales strategies in strategic projects.

Announcement of the transfer task "my Case" for the practical examination: You have approx. 30 minutes to work on your transfer task - supervised by the trainer.

Transfer impulse for the written final exam

• Lessons Learned - After the module, you will receive a summary of the exam-relevant content via your learning environment in preparation for your final exam.

Transfer impulse for the practical final exam

In the first face-to-face module, you will receive the "my Case" transfer task from your trainer. You will work on this during the transfer phases between modules 1 and 2 and will be supported by your trainer through coaching.

• After the training, your transfer coaching takes place by telephone or online.
• This is the best way to prepare for your "my Case" transfer task and your practical final exam.

• Stress management
• Present convincingly

Contents

Sales planning and management (1 training day)

Andreas Preißner

• Tasks and organization of sales controlling.
• Sales management with key figures.

Office and field service management (1 training day)

Andreas Preißner

• Methods of zoning and territory planning.
• Introduction of key account management.
• Optimization of cooperation between office and field staff.
• Remuneration models in sales.

Effectiveness and efficiency in management work (1 training day)

Andreas Leschke

• Setting priorities, making decisions (A, B, C priorities, Pareto principle, etc.).
• Decision-making sovereignty and decision-making aids in complex situations.

Get to the point! (1 training day)

Andreas Leschke

• Improve your personal effectiveness as a sales manager.
• Present convincingly - present purposefully (transfer task, round table, moderation, individual meetings, etc.)

Transfer impulse for the written final exam

Lessons Learned - After the module, you will receive a summary of the exam-relevant content via your learning environment in preparation for your final exam.

Transfer impulse for the practical final exam

In the second face-to-face module, your trainer will provide you with the transfer impulses to present your "my case" in the best possible way in the final exam. You will work on this presentation during the transfer phases between modules 2 and 3 and will be supported by your trainer through coaching.

After the training, your transfer coaching takes place by telephone or online.

You will be optimally prepared for your "my Case" transfer task and your practical final exam

• Leading at a distance.
• Negotiate skillfully.

Contents

Practical examination: All participants present their "my Case" transfer task (0.5 training days)

Examiner: Helmut Beuel

Improving the performance of your sales teams (1.5 training days)

Helmut Beuel

• Training and coaching. Individual training needs assessment. sales persons.
• Techniques and methods of modern coaching. Moderation and presentation methods.
• From manager to charismatic leader.
• Increase the performance of your sales team
• Professionally prepare and conduct target agreement, criticism, location, praise and annual meetings in sales.

Leading negotiations successfully (2 training days)

Helmut Beuel

• Role and involvement of sales managers in negotiation processes.
• The role of:the sales manager in negotiations at the executive level of customers.
• Negotiation power analysis of negotiation partners, negotiation strategies and tactics, negotiation talks with professional purchasers.

Transfer impulse for the written final exam

• Lessons Learned - After the module, you will receive a summary of the exam-relevant content via your learning environment in preparation for your final exam.

The experience-oriented exchange format for certified sales manager / heads of sales

1-3 months after successfully completing your certified sales manager / Head of Sales training, you will meet again with your fellow participants from the training and your trainer from the 3rd week of classroom training (Helmut Beuel). Participation is voluntary.

Meet again is a practice-oriented consolidation of the tasks of sales managers. Specific practice-oriented questions from the content presented, current issues are taken up at the request of the participants and discussed in depth using their own practical examples. The aim is to share experiences and deepen knowledge. Participants can bring in any questions from their practice and put them up for discussion. In this way, you will be able to handle your design tools with confidence and continue to manage your daily work efficiently and successfully.