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The Science of Sales Management -
Opportunity Planning & Management
This Workshop gives a Sales Manager the key tools and processes
that can help him or her succeed with their Team. It focuses on
"What to do" to be successful!
Sales Management vs Sales
This Module highlights the changing role of a sales manager,
and the difference between Selling and Managing Sales. It is meant
to help participants understand that just because they were a
good sales person it is not a given that they will be a good Sales
Manager
Process Management vs Results Management
This module helps establish a foundation stone of selling
and sales management, ie: "That you cannot manage results;
only the things that deliver those results!" It also covers
the basics of Funnel and Activity Management, and the interaction
between them. It ends with a Case Study and a complete Sales Management
Process description. [YOUR Selling / Customer Buying Process]
Focus on YOUR Key Controllables
This Module helps Sales Managers define the things that contribute
to their Success that lie within their Control, and how to focus
on these [The Personal Success Checklist, or PSC, is introduced
as the tool to reinforce this clear focus]. The same principles
are used to define the same things for their Sales Reps and the
Manager of the Sales Managers [along with their PSCs]. The module
is pivotal in cementing individual Accountability and Focus.
Leadership via YOUR Strategy & Plan
This Module builds the case for any successful Sales Manager
having a Plan that describes how his/her Team will achieve or
exceed its key Goals. Using a sample Plan normally built for one
Sales Manager), a Tutorial is given on "How to Plan' prior
to an overnight exercise being set for each Manager to complete
a "first cut" Plan for his/her Team. During the next
day, a sampling of these Plans are presented back to the Group
for tutorial and coaching purposes [Annual Plan].
Opportunity & Activity Management
This critical Module assumes that each Manager has an Annual
Plan and now focuses on the Tools and Processes of how to manage
on an ongoing basis to achieve the Plan. This includes:
a. How to maximize the time of Sales Persons & Managers on
Selling Activities and Coaching [using the PSC]
b. How to use and review an Opportunity Tracking & Funnel
Management & Win/Loss Tools to increase the quantity and quality
of the sales opportunities of each Sales Person to ensure they
make their annual Goals [Funnel]
c. How to translate their Funnel into recommendations for improved
Activity Management for each Sales Person.
d. An Overview of the positioning and use of Account and/or Major
Opportunity Plans [KAP & WTBD]
e. How to Forecast accurately to their Manager.
The Art of
Sales Management - General
Management Workshop
This Workshop overviews the critical areas of People Management,
Positioning & representing YOUR Company, Leadership &
Management Skills.
People Management
This module takes a journey through all the key stages of
People Management, eg: from Recruiting to Getting Started right;
the role of Coaching and Discipline or, in extreme, Termination;
Motivation and ongoing Development.
YOUR Company
This module re-inforces the need to understand your Company,
its Markets, its Strategy etc. Via 5 minute "Elevator Presentations"
by each Participant, it focuses on the need for any Manager to
be able to represent and sell his/her company with pride.
Leadership & Management Skills
Sometimes called the "soft skills" this module distinguishes
between administrative and routine Management Skills, and how
to develop the range of true Leadership Skills that focus again
and again on how to manage your Team to Success!
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Advanced Management Workshops
Recruit - People Management Workshop
This Workshop homes in on the critical ability of a Manager to
be able to:
a. Specify what kind of person they wish to Recruit
b. Scan Resumees for likely fits
c. Conduct effective Interviews to find the best People and sell
the right ones on Joining
d. Help New Recruits get started "the right way".
[Although other, non PERFORMAX Tools may be used, the PSC is
an ideal Tool to be used in this Workshop]
Coach - People Management Workshop
This Workshop homes in on the critical ability of a Manager to
be able to:
a. Spot Opportunities for Improvement within Individuals
b. Conduct an effective Meeting to address these Opportunities
and…
c. Develop a Coaching Plan that is bought into by that Individual
To make the Workshops very relevant, participants are asked to
bring profiles of 3 people, an average Performer, a top Performer
and their worst Performer. These are used in Role Plays so that
participants leave with specific Coaching ideas for at least 3
people.
[Although other, non PERFORMAX Tools may be used, the PSC is
an ideal Tool to be used in this Workshop]
FastPraise - People Management Workshop
This Workshop helps Manager to:
a. Define Goals and Roles of people who work for them with clarity
and in written form
b. Conduct a Meeting with Individuals to obtain their understanding
and "buy in" to their Goals and Role
c. Conduct an effective Performance Appraisal Meeting.
To make the Workshop very relevant, participants are asked to
bring profiles of 1 or 2 job categories of people who work for
them with them. These are then used to develop "live"
Goals and Role Definitions, and Role Plays are used to exercise
participants with these. [Although other, non PERFORMAX Tools
may be used, our PSC is an ideal Tool to be used here]
ForeCast - Advanced Skills Workshop
This Workshop helps Sales Manager to conduct an effective, value
added Review of a Sales Person's Forecast, so that they are then
able to translate their finding into an effective, coaching plans
for that Person.
To make the Workshops very relevant, participants are asked to
bring "live" Forecast from 1 to 3 sales people who work
for them. These are used in Role Plays so that participants leave
with specific Coaching ideas for 1 - 3 of their people
[Although other, non PERFORMAX Tools may be used, the PERFORMAX's
Opportunity Tracking & Forecasting System (Funnel) and Personal
Success Check List (PSC) are ideal Tools to be used here]
AccountPlan - Advanced Skills Workshop
This Workshop helps Sales Manager to conduct an effective, value
added Review of a Sales Person's Key Account Plan, so that they
are then able to:
a. Translate their finding into an effective, coaching plans for
that Person.
b. Enhance the Strategy and Quality of the Account Plan.
To make the Workshops very relevant, participants are asked to
bring a "live" Plan from 1of their sales people. These
are used in Role Plays so that participants leave with specific
Coaching ideas for at least 1 Plan and Person.
[Although other, non PERFORMAX Tools may be used, the PERFORMAX's
Key Account Plan (KAP) is an ideal Tool to be used here]
OppPlan - Advanced Skills Workshop
This Workshop helps Sales Manager to conduct an effective, value
added Review of a single, major Sales Opportunity of a Sales Person
who works for them , so that they are then able to:
a. Translate their finding into an effective, coaching plans for
that Person.
b. Enhance the Strategy and Quality of the Opportunity Plan.
To make the Workshops very relevant, participants are asked to
bring a "live" Plan from 1of their sales people. These
are used in Role Plays so that participants leave with specific
Coaching ideas for at least 1 Plan and Person.
[Although other, non PERFORMAX Tools may be used, PERFORMAX's
Winning the Big Deal! (WTBD) is an ideal Tool to be used here].
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