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Overview:
This Art of Sales Management gives some of the How To
and Soft Skills needed to complement our Science of Sales Management
which helps Managers understand the What to do; Who
to do it to or with; and How often.
So this program focuses on the General Management
Modules, or soft skills of:
q
People Management Skills
q
Knowing & Positioning Your Company
q
Leadership & Management Skills.
Participants:
Up to 16 Sales Managers who have Sales Professionals reporting
to them (with Sales Support Managers if you have these).
Pre-Requisites:
Participants must bring details of their current Territorial Responsibility
& Goals; plus profiles of an Average, a Top, and a "U"
Performers on their sales team.
Standard 1.5 day* Agenda:
NB1: Sales Tools are indicated in [ ]
*NB2: This can combined with the Science of Sales Management Workshop
into a 3.5 - 4 day Worshop
NB3: Click for Thumbnails of each
Module below
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Day 1: Intro, Objectives and Agendas
People Management
- Your Vital Resource
- Sourcing, Hiring & Interviewing
- Job Specifications [PSC]
- Starting Right? [PSC]
- Job Descriptions & Performance Evaluations [PSC]
- Training and Coaching [PSC]
- Criticism and Praise
- Discipline & Probation
- Motivation and Compensation
PERFORMAX Tool: The above is based
on our PSC or Personal Success Checklist
Knowing & Positoning Your Company
- Knowledge of YOUR Company
- Differentiation
- Presentations: "Who is YOUR Company?"
Leadership & Management Skills
- What Leaders are made of?
Management Skills
- Communication Skills
- The "Buy In"
- Standards
- Team Building
- Decision Making
Day 2: Recap and Agenda
Leadership Skills
- The Fundamentals of Leadership
- Power and Charisma
- Creativity & Motivation
- Execution & Punishment
- Values
- Leadership and Success
Wrap Up and Debrief
Workshop Style:
Role-plays and group workshops are designed to stimulate interaction
and the competitive spirit.
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