Sales management in automotive based on KPIs

New Motivations has been supporting organizations in the development of employees, leaders, and teams since 1996, focusing on solutions that work in practice. They work with organizations in a way that ensures change is visible in daily operations, not just at the level of declarations. They engage in team processes, organize work methods, and help people grasp context more quickly, make decisions, and take responsibility for results. Instead of one-off actions, they build solutions that remain within the company and start to operate without ongoing external support.

The training develops managerial competencies related to sales management based on indicators and analysis of sales data. Participants learn to interpret reports, identify areas requiring intervention, and conduct actions that support the effectiveness of the sales team. The program focuses on the practical use of sales indicators in daily management.

For sales managers, team leaders, sales directors, and individuals responsible for analyzing results and developing sales effectiveness in the automotive industry.

• Developing skills in analyzing sales indicators and reports.
• Improving competencies related to taking intervention actions and managing the sales process.
• Enhancing the effectiveness of monitoring the sales team's results.
• Organizing managerial work based on data and sales metrics.

Benefits for the organization

• Increased sales effectiveness of the sales team.
• Reduced response time to difficult situations limiting sales effectiveness.
• Strengthened competitive position through better use of advanced techniques.

Benefits for the participant

• Development of skills in selecting effective managerial interventions.
• Acquisition of skills to conduct effective and quick analysis of sales reports.
• Development of skills in leading summary discussions on sales reports.

Module 1: EBM – Practical Sales Management Model Based on Indicators

• How to organize the maze of sales indicators and make reports a support, not an obstacle in working with people.
• 3 main categories of sales indicators dependent on the manager's influence and the actions of Salespeople.
• Organizing real sales indicators and arranging them into a specific process of Salespeople's actions.

Module 2: Sales Management as an Organized Process

• Adjusting the sales pipeline to the real impact on key indicators.
• Managing the sales pipeline – selecting the appropriate managerial strategy.
• Intervention actions to clear the sales funnel.

Module 3: Effective and Quick Analysis of Sales Reports

• Practical steps for analyzing sales reports.
• What is – pain points – which data should raise our attention?
• Why it is as it is - hypothesis analysis – what could be the reasons for such results?
• What to do to prevent this - what interventions can the Manager take?
• Typical traps and misinterpretations of sales reports.

Module 4: How to Effectively Ensure the Achievement of Sales Goals – Monitoring Actions and Results Based on Indicators and Sales Reports

• Different monitoring options based on 4 images of sales reports (R – result, D – actions).
• Simulations of conversations with Salespeople in various scenarios based on case studies.

Module 5: Difficult Situations During Monitoring Sales Results

• Training habits in response to difficult employee reactions.

16 hours

• 2 workshops (2 x 8 hours)
• training materials
• trainer's travel to the venue
• training management
• training needs assessment
• personalized certificate in pdf
• online evaluation survey
• summary report from surveys