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Overview:
The Art of Sales Management overviews some of the How
To and Soft Skills needed to provide good People Management
To give more in depth training, we developed these
3 Advanced People Management Workshops:
q
Recruit
q
Coach
q
FastPraise.
To make the training as realistic as possible, the above exercise
Sales Managers through some rigorous Role Plays based on real
members of their Sales Teams.
Recruit [1.5 days
standard]
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, our PSC is
an ideal Tool to be used in this Workshop]
Day 1: Agenda Review & Intros
People - Your Key Critical Resource
Business Results from Good/Bad People
Factors affecting Success
Recruiting
- Establishing the Need
- Job Specifications [PSC]
- Critical Success Factors
- Sources of Candidates
- Internal -v- External
- Best Sources
- Use of Recruiters
- YOUR Pipeline of Candidates
- Resume Evaluations
- Sample Resumee Evaluation
- Evaluation & Discussion
Selecting
- The Interview(s) [PSC]
- How to set up and handle
- Role Play by Instructor
- Individual Role Plays around Case Study
- Selection Criteria
Day 2
The Hiring
- Selling YOUR Company + YOU
- The Offer
- Multiple Interviews
Starting Right
- The 1st Few Days [PSC]
- Job Evaluation & Performance Criteria
Debrief and Conclusion
Coach [2 days
standard]
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, ourPSC is an
ideal Tool to be used in this Workshop].
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Day 1: Agenda
Review & Intros
Introduction to, and why Coach
Sample Role Plays
Performance Factors and Results
Performance Improvement [PSC]
-
Diagnosing Performance Problems
- Spotting Performance Problems
- The Coaching Process
Coaching an Average Performer
-
Tutorial
- Sample Role Play by Facilitator
- Role Plays by Participants using "live" People
Coaching a Top Performer
-
Tutorial
- Sample Role Play by Facilitator
- Role Plays by Participants using "live" People
Opportunities
for Coaching
Day 2:
Coaching an Unsatisfactory Performer
- Tutorial
- Sample Role Play by Facilitator
- Role Plays by Participants using "live" People
- Extreme Action - The Firing
Wrap Up for Workshop
FastPraise [2 days standard]
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]
Day 1: Agenda Review
& Intros
People - Your Key Resource
Building Performance Appraisals [PSC]
- Process Management
- Focus on Key Controllables
- Major Performance Factors
- Minor Performance Factors
- Developing Performance Appraisals for your Staff [PSC]
Implementation of the Performance Agreement with "Buy
In" from your Staff
- Role Play by Facilitator: "The Wrong Way"
- Guidelines: "The Right Way"
- Role Play by Facilitator: "The Wrong Way"
- Conclusion
- Role Plays by Participants using "live" Employees
[PSC]
Day 2:
Performance Appraisal Meetings
- When. How often etc
- The Formal Review: Objectives + The Mechanics
- Role Play by Facilitator: "The Wrong Way"
- Guidelines: "The Right Way"
- Role Plays by Participants using "live" Employees
[PSC]
Specific Types of Appraisals
- The Top Performer
- The Unsatisfactory Performer
Wrap Up for Workshop
Participants:
Up to 16 Sales Managers who have Sales Professionals reporting
to them (with Support Managers if you have them).
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.
Workshop Style:
Role-plays and group workshops are designed to stimulate interaction
and the competitive spirit.
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