Course : Sales dashboards: driving performancecommunication and monitoring tools
Practical course - 2d
- 14h00 - Ref. TBC
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 | Identify the indicators needed to monitor the sales team's actions |
| Define indicators for external contacts |
| Efficient visibility of selected indicators and target deviations |
| Build dashboards and corresponding schedules |
| Present the tools to the sales team and deal with resistance |
| Support sales staff based on results obtained |
Intended audience
Sales managers, heads of sales and sales directors for whom sales management is a daily priority.
Prerequisites
No special knowledge required.
Practical details
Hands-on work
Definition of performance indicators. Construction of steering tools and a sales reporting plan.
Teaching methods
Work in sub-groups.
Course schedule
1 Frame control and monitoring actions
- Define the key points for effectively managing a sales team.
- Master the rules needed to succeed as a sales manager.
- Diagnose the skills required in relation to the objectives set and the market environment.
Hands-on work
Discussions based on best practices.
2 Defining the right tools for effective dashboards
- Identify and prioritize the key information needed for effective day-to-day management.
- Define relevant measurement indicators.
- Measuring quality: which indicators should be taken into account?
- Integrate indicators for external contacts: n+1, other departments, customers, suppliers.
- Draw up different types of schedules: task flowcharts, backward planning.
Hands-on work
Presentation of selected key performance indicators to the group.
3 Create management dashboards and provide visibility
- Define the objectives and functions of the dashboard.
- Establish the periodicity of the dashboard.
- Anticipate risks of deviation and implement alert procedures.
Hands-on work
Preparation of sales reports. Adaptation to different contexts. Analysis of individual objectives.
4 Involve and coordinate sales team members
- Unite sales teams around shared goals and actions.
- Use participative and delegative management techniques.
- Assert leadership during meetings to present objectives, follow up and summarize results.
- Define a shared information system: present the rules of the game, draw up and update the document base
- Deploy the necessary collaborative tools.
5 Support sales staff based on results obtained
- Manage results and discrepancies using analysis tools.
- Manage emotional aspects and stay in your role as sales manager.
- Provide assistance and support to help employees achieve their objectives.
Role-playing
Support for sales representatives. Building a CAP.
Customer reviews
5 / 5
Customer reviews are based on end-of-course evaluations. The score is calculated from all evaluations within the past year. Only reviews with a textual comment are displayed.
BERNET LAURE-ANNE J.
04/12/25
5 / 5
The course content was very rich and extremely instructive. The theoretical part enabled me to gain perspective and understand the interests, limits and objectives of corporate strategy. It also gave me good support in identifying the relevant KPIs, putting them into shape and knowing how to interpret them so that I could make the right decisions. The excel and powerpoint exercises were very enriching and exceeded my expectations for this format.
KARINE M.
19/06/25
5 / 5
Perfect
Publication date : 08/21/2024
PARTICIPANTS
Sales managers, heads of sales and sales directors for whom sales management is a daily priority.
PREREQUISITES
No special knowledge required.
TRAINER QUALIFICATIONS
The experts leading the training are specialists in the covered subjects. They have been approved by our instructional teams for both their professional knowledge and their teaching ability, for each course they teach. They have at least five to ten years of experience in their field and hold (or have held) decision-making positions in companies.
ASSESSMENT TERMS
The trainer evaluates each participant’s academic progress throughout the training using multiple choice, scenarios, hands-on work and more.
Participants also complete a placement test before and after the course to measure the skills they’ve developed.
TERMS AND DEADLINES
Registration must be completed 24 hours before the start of the training.
ACCESSIBILITY FOR PEOPLE WITH DISABILITIES
Do you need special accessibility accommodations? Contact Mrs. Fosse, Disability Manager, at psh-accueil@orsys.fr to review your request and its feasibility.
Sales managers, heads of sales and sales directors for whom sales management is a daily priority.
PREREQUISITES
No special knowledge required.
TRAINER QUALIFICATIONS
The experts leading the training are specialists in the covered subjects. They have been approved by our instructional teams for both their professional knowledge and their teaching ability, for each course they teach. They have at least five to ten years of experience in their field and hold (or have held) decision-making positions in companies.
ASSESSMENT TERMS
The trainer evaluates each participant’s academic progress throughout the training using multiple choice, scenarios, hands-on work and more.
Participants also complete a placement test before and after the course to measure the skills they’ve developed.
TEACHING AIDS AND TECHNICAL RESOURCES
• The main teaching aids and instructional methods used in the training are audiovisual aids, documentation and course material, hands-on application exercises and corrected exercises for practical training courses, case studies and coverage of real cases for training seminars.
• At the end of each course or seminar, ORSYS provides participants with a course evaluation questionnaire that is analysed by our instructional teams.
• A check-in sheet for each half-day of attendance is provided at the end of the training, along with a course completion certificate if the trainee attended the entire session.
• The main teaching aids and instructional methods used in the training are audiovisual aids, documentation and course material, hands-on application exercises and corrected exercises for practical training courses, case studies and coverage of real cases for training seminars.
• At the end of each course or seminar, ORSYS provides participants with a course evaluation questionnaire that is analysed by our instructional teams.
• A check-in sheet for each half-day of attendance is provided at the end of the training, along with a course completion certificate if the trainee attended the entire session.
TERMS AND DEADLINES
Registration must be completed 24 hours before the start of the training.
ACCESSIBILITY FOR PEOPLE WITH DISABILITIES
Do you need special accessibility accommodations? Contact Mrs. Fosse, Disability Manager, at psh-accueil@orsys.fr to review your request and its feasibility.
Dates and locations
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