Sales Management: The Leader in You
March 13, 2024 - March 15, 2024
Schedule via Zoom:
March 13 - 15, 2024
Wednesday - Friday
Early Eagle Rate:
February 28, 2024
Sales management requires a lot of patience, energy, and strong skills set that involve day to day decision-making, planning, organizing, controlling, and leadership. There is a high demand for well-rounded sales managers, who possess both business acumen and inspirational people management skills.
Sales Management is designed to provide you with insights on the characteristics, skills, and tools that a sales manager must possess to effectively manage both business and people. The course will also help assess your creative thinking and decision-making skills, while giving tips on how to improve the way you exercise these skills. Other topics to be discussed in this course include: planning, strategizing topics, and people management.
Who should attend
This course is designed for managers, supervisors, and junior executives with at least one year industry experience.
After the course, you will:
1. Gain a basic understanding of sales leadership and its relation to management;
2. Internalize the 7 characteristics of highly successful Sales managers;
3. Recognize the need for Creative thinking in sales and how to stimulate it by using various tools;
4. Be able to examine the different sales leadership styles, models, and when to apply them;
5. Be able to differentiate group vs individual decision-making and their nuances; and
6. Get a good grasp of the fundamentals in developing the necessary plans, tools, and measures to ensure achievement of sales key deliverables.
I. Role of supervisors and managers: Plan, Lead, Organize, Control (PLOC)
II. 7 Characteristics of highly successful sales leaders
III. Situational leadership in sales management
IV. Training the sales leader: Explain, Demo, Apply, Critique (EDAC)
V. Creative thinking module
A. Stimulating creative thinking
B. 4Ps of creativity
C. Different types of thinkers
D. Managing different types of thinkers
E. The 6 thinking hats
VI. Sales decision-making principles
A. Sales leadership - What it is?
B. Group decision making (types, assets, and liabilities)
C. Evolution of a group: Life cycle and facilitation
D. Organizational learning
E. Leadership style concepts and models
VII. Sales strategy: Development and deployment system
Mr. Rogerick P. Fermin has a successful 33 years of sales and general management experience across several industries (FMCG, Telco, Building technologies, Food, Logistics) with a solid track record of growing revenues and profitability of businesses in start-up and expansion mode. Recently, he was the Senior Vice President for Business Development and Sales at Metropac Movers, Inc. Prior to this, his career includes holding top executive positions in companies like Conceptfoods Corporation (Ulalammm), My Solid Technologies Corp. ( MyPhone) and Solidgroup Technologies Corp ( MyHouse). His international stint was with BMS-Mead Johnson Nutritionals (Thailand) as Regional Sales Training Head covering Thailand, Philippines, Malaysia/Singapore, Vietnam and Indonesia. His sales career began with Procter and Gamble Philippines. Currently, he is engaged in management consultancy and sales training and development with different clients and industries in the Philippines.
Mr. Fermin has a Bachelor's degree in Economics from the Ateneo de Manila University.
Mr. Ronald Zialcita has extensive experience in sales and distribution with the consumer goods industry, and the highlights of which have been on 1) general sales management, 2) sales training and development, and 3) operations management of distributors.
His sales career began with Procter & Gamble, starting as an ex-truck salesman covering downline stores, and from there he had increasing responsibilities in field sales management covering major wholesalers and the modern trade (key accounts). He further moved on, with the same company, to becoming sales training and development manager for Philippines/Indonesia, and eventually Thailand.
He progressed through heading sales organizations of Universal Robina Corporation (Dairy Products Division), Sampœrna International, Sara Lee Philippines, Wella Philippines, and Unisell Corporation.
He has been doing consulting work on sales training and development with companies in the home/personal care, automotive consumables, industrial adhesives, agri-feeds, telco, industrial equipment parts, apparel industries, banking, and retail industries.
He has a Business Administration degree from Adamson University and pursued a Masters in Business Administration degree at De La Salle University as well.