3C’s Sales Management Training
Specifically designed and written for
Sales Managers
Craig Pickering B.BUS AFAIM CPMgr AAICD
Managing Director
3C’s Consulting
3C’s Consulting © Craig Pickering 2009
Sales Manager

• 10 years in sales
• 7 years in sales management
• 4 years senior management (Sydney)
• Panasonic, Harvey Norman, General Cable
• Industry experience:
retail, insurance, finance, manufacturing,
consumer goods, IT, telecommunications,
wholesale, construction, education
3C’s Consulting © Craig Pickering 2009
Sales Manager

3C’s Consulting © Craig Pickering 2009
Sales Manager

MODULE 1
Selling (brief overview)
1.1 Know Your Company & Your Market
1.2 Managing Client Relationships
1.3 Prospecting
1.4 Networking
1.5 Core Selling Tips
3C’s Consulting © Craig Pickering 2009
Sales Manager

MODULE 2
Leading the Sales Team
2.1 Defining boundaries
2.2 Setting Expectations
2.3 Client Management Duties
2.4 Clear reporting path
2.4 Hands-on
3C’s Consulting © Craig Pickering 2009
Sales Manager

MODULE 3
Setting Goals
3.1 Budgets
3.2 Achievable Targets
3.2.1 Appointments
3.2.2 Calls
3.2.3 Office duties
3C’s Consulting © Craig Pickering 2009
Sales Manager

MODULE 4
Sales Activities & Measurement
4.1 Existing Client Contacts
4.2 New Business Pursued
4.3 Number of Face-to-Face Visits
4.4 Number of Proposals
4.5 Follow-up Timeframes
3C’s Consulting © Craig Pickering 2009
Sales Manager

MODULE 4 (cont)
Sales Activities & Measurement
4.6 Number of Appointments Per Sale
4.7 Conversion Rate Proposals to Orders
4.8 Number of Closes to Orders
4.9 Referrals
4.10 Maintenance of Client Data
3C’s Consulting © Craig Pickering 2009
Sales Manager

MODULE 4 (cont)
Sales Activities & Measurement
4.11 Formal Reporting System
4.12 Unclog the System
3C’s Consulting © Craig Pickering 2009
Sales Manager

MODULE 5
Budgets
5.1 Budgets (GP & Sales)
5.2 The Budget Process
5.2a Flow chart: Budget Process
5.3 Making The Budget Achievable
5.3a Flow chart: Making Budgets Achievable
3C’s Consulting © Craig Pickering 2009
Sales Manager

MODULE 6
Sales Meetings
6.1 Agenda
6.1a Sales Meeting Agenda Guide
6.2 Rules
6.3 Environment
6.4 Peer Pressure
6.5 Promoting A Team Culture
3C’s Consulting © Craig Pickering 2009
Sales Manager

MODULE 7
Keeping the Team Motivated
7.1 Recognition
7.2 Avoiding De-Motivation
7.3 Setting Irrelevant Tasks
3C’s Consulting © Craig Pickering 2009
Sales Manager

MODULE 7 (cont)
Keeping the Team Motivated
7.4 Commission Structures
7.4.1 Fairness
7.4.2 Clarity
7.4.3 Timing
7.4.4 Measurement Factors
7.4.5 Qualifiers
7.4.6 Exceptions
3C’s Consulting © Craig Pickering 2009
Sales Manager

MODULE 8
Monitoring Sales Activity
8.1 Client Relationship Management
Database
8.2 CAPS (Calls, Appointments, Proposals &
Successes)
8.2.1 Prospecting
8.2.2 Qualifying
8.2.3 Closing
8.3 Joint Sales Calls
3C’s Consulting © Craig Pickering 2009
Sales Manager

MODULE 9
New Salespeople
9.1 Recruitment
9.2 Joining the Team
9.2 Training
9.3 Joint Calls (with other salespeople)
9.4 Sales Tools
3C’s Consulting © Craig Pickering 2009
Sales Manager

MODULE 9 (cont)
New Salespeople
9.5 Starting Small
9.6 Monitoring Initial Sales
3C’s Consulting © Craig Pickering 2009
Sales Manager