Course Topics

Measuring, Managing and Delivering Sales Targets

Course Overview:

Synergy will show you how to make sure the whole team knows what is expected of them and how they will be measured in delivering against targets in a planned, comprehensive approach to increasing organisational performance.

With a strong focus on achieving organisational results you will be introduced to various methods and how you can implement them for the very best results, these include Balanced Scorecard, Knowledge Management: (collection and management of critical knowledge to increase the companies capacity for achieving results)

Quality Initiatives such as Benchmarking, Continuous Improvement, ISO9000 the internationally recognised standard of quality, Program Evaluation for increasing  efficiencies of program processes and thereby cut costs, to assess if program goals were reached or not, to quality programs for accreditations.

Planning tools such as Management by Objectives (MBO): Aims to align goals and subordinate objectives throughout the organization, Strategic Planning for the organisations processes to identify strategic direction, including vision, mission, values and overall goals.,

Who will benefit from attending this Training?

Sales Managers, Managers, Directors and Executives in charge of increasing sales performance in an organisation.

Course Outline:

For more information or a full course outline email us at  with your requirements.

Course Content:

The Sales Manager's Role and People Management Responsibilities

  • Understanding what is expected of you in performance management terms
  • The role - does it involve hard skills, soft skills, or both?
  • The profile of a successful sales manager - your people management skills and how they impact on team and individual performance

Setting Objectives, Standards and Targets

  • Connecting your company's vision, mission and business plan to team and individual objectives
  • Creating and communicating the performance standards using Key Personal Objectives
  • Setting `SMART' team and individual objectives to reflect key business result areas
  • Incorporating both behaviourial and volume/value objectives - the measurement challenge
  • Job descriptions and their part in providing a focused approach to achievement

Measuring, Monitoring and Motivating

  • What to measure - Income? Call rates? Conversion rates? Lead generation?
  • Measuring and monitoring - using Management Information Systems (M.I.S.) intelligently
  • Evidence, evidence, evidence - what it is, how to record it and when to access it
  • The importance of encouraging self-appraisal
  • Motivational psychology, recognition and reward systems
  • Rewards - individual or team based?

Sales Planning & Prioritisation

  • How to create effective key account sales action plans
  • Focusing on what needs to be done, by when and how to measure achievement
  • Effectively managing your own time - sales vs people management

Managing a Variety of Performance Levels

  • Keeping your higher performers 'on song'
  • Grasping the nettle of your poorer performers
  • Under performance - when and how to intervene
  • Dealing with different people differently - adapting your behaviour and its advantages
  • Maintaining performance through difficult times
  • Influencing and persuading others to your point of view

Developing Potential

  • Identifying situations where individual or team coaching is appropriate
  • Giving effective feedback and the link into coaching skills Identifying and plugging skills gaps - the value of a comprehensive Personal Development Plan
  • Balance your time profitably between your sales and people management responsibilities.
Personal Development:
  • Action planning - the essential next steps
  • Continuous professional development - what next?
Key Benefits
By the end of this course you will be able to:
  • Identify and implement a measurable set of performance standards and objectives.
  • Understand how to establish a set of behaviourial standards and objectives.
  • Set and measure performance indicators through effective sales action planning.
  • Recognise how to meet the aspirations of your higher performers.
  • Determine when under-performance requires an informal or formal approach.
  • Provide effective support and coaching to uplift individual and team performance.
  • Measure and position each team member in terms of performance and potential
Training Methodology:

The training process is based on a carefully planned mix of succinct tutor input - with practical illustration of tools and concepts, group work on case studies (all video based - and lively), feedback, and selective work on individual issues in pairs. Team involvement and working enable a strategy to be created from start to finish. The Training is based on the 4 mat systems to enable complete learning. There will also be some opportunity for role play. You will receive an electronic toolkit within the material for subsequent everyday use.

We can come to you !

Did you know Synergy can come to you and deliver this workshop ‘In Company’ at your own venue or location. If you have three or more people who you would like to benefit from attending this workshop our trainer can travel to you and deliver the same specification of course for your staff at a fraction of the overall cost.

If you’d like to know more about this option email us at   – our operations team manages all of our ‘In Company’ events and we can talk you though the logistics, pricing and whether you’d like the workshop as advertised here or something tailor made just for your business.

We have several packages on offer so contact us today.

What is Continuing Professional Development (CPD)?

Continuing Professional Development (CPD) is a personal commitment to keeping your professional knowledge up to date, improving your capabilities, proving commitment and competency in your profession. It focuses on what you learn and how you progress throughout your career, helping you gain more credibility within your industry, with your employer, clients and gain competitive edge over your peers.

Being actively committed to CPD may in the future:
  • Improve your Resume
  • Maintain professional recognition
  • Showcase your achievements, attributes and your brand
  • Accelerate your career prospects
  • Deliver job satisfaction: ensuring you are Career focused
  • Reassure your Employers and Stakeholders that you are upto date and competent
How do I gain CPD recognition

By attending Synergy Courses you can be assured that attendance, completion and certification will be rewarded by CPD points. To help advance your professional status CPD recognition is awarded on both public workshops and in-house courses, being dependent on the number of hours spent learning. On request Synergy Training Group will provide a certificate of attendance for you to use as evidence and to attach to your record card.

A number of our courses are accredited, endorsed or approved by a number of Learning & Development and Professional Bodies and Associations for more detail please contact us at 

Contact Name:*
Position in Company:*
Name of Company:*
Business Activities /
Business Sector:*
Direct Telephone:*
Number of Employees in Organisation:*
Budget for Training Project:* £

Any additional courses of interest? (to select multiple courses hold Ctrl and click on the courses)

How did you hear about us?

Enquiry Details

Refresh Image

would like to inform you about the "Measuring, Managing and Delivering Sales Targets " course.

Enter email address of the person to forward this course to: