A sales manager can chase monthly targets forever without knowing why performance rises or falls — unless the numbers are turned into indicators that actually explain what is happening. Profitability depends on this: it is only achieved by studying, analysing and tracking the right sales KPIs, not by hoping harder.

This programme trains participants to monitor and analyse sales data and build the key performance indicators a sales department needs, so they can diagnose the current situation accurately and build a real plan to grow and improve sales.

Who Should Attend?

• Sales managers in companies.
• Sales supervisors in companies.
• Employees working in sales planning.
• Business owners and entrepreneurs.

What You Will Gain

• What KPIs are and the characteristics that make a good one.
• The types of KPIs used in sales, and how they are applied in sales management.
• The benefits companies gain from using KPIs, and the risks of not using them.
• How to design a KPI tree for a sales department and evaluate its overall performance.

• Module 1: Why Sales Departments Can't Afford to Fly Blind

  • The negative effects of not using KPIs, and how measurement ties directly to planning.
  • What Key Performance Indicators are, and the characteristics of a good sales KPI.

• Module 2: Making KPIs Work for Sales Management

  • The practical uses of KPIs in managing a sales department.
  • The benefits companies gain from using them, and who benefits most — sales managers, supervisors, planning staff and business owners.

• Module 3: Types and Design of Sales KPIs

  • The main types of KPIs used for sales.
  • How to design a KPI tree for the sales function.

• Module 4: Setting KPIs and Evaluating Department Performance

  • The methodology for setting sales KPIs.
  • How to use them to evaluate the overall performance of the sales department.